Showcase

Recruitment of a BDM

How we recruited a Business Development Manager for a wear plate manufacturer

Our client

Our client specialises in the design and manufacture of wear plates. They use refined micro-structure technology to develop a product that improves wear and impact resistance of machinery. Their product is currently supplied throughout the Australasia region.

  • Location - Western Australia
  • Industry - mining wear plates
  • Size - 50 employees

We applied our three-phase service delivery model for this recruitment drive.

Video job advertisement

Social media algorithms favour videos over still content, so we create video advertisements for all vacancies to help source our candidates.

We take full advantage of this unique and highly effective form of candidate sourcing in order to reach the right candidate at the right time. 

We post our videos on Twitter, LinkedIn and Facebook. They are posted on these platforms 10-20 times, based on relevance. Our videos typically receive over 1,000 views within the first 24 hours.


Job advertisement

We constantly refresh, rewrite and reformat our job advertisements to optimise the quality of applications received. Our approach is aggressive - we post around 20 advertisements for every permanent job. Advertisements are posted on:

  • Job boards - Seek, Adzuna, Glassdoor, Indeed and Jora
  • Social media - LinkedIn, Facebook and Twitter
  • 11 Recruitment's website

On average, our advertisements receive over 100 applications and perform well above the market benchmark for Seek, shown in this graph.

Business Development Manager

  • Be the key point of contact for all customer-related inquiries within Australia
  • Work from home, with 25% travel WA and Australia
  • Top remuneration package and the opportunity to develop international sales

The role

The duties for this role will include:

  • Chasing client profiles - mining companies (iron ore and coal), distributors (third parties selling to mining companies), mine maintenance managers, procurement staff and sales distributors
  • Acquiring new clients face-to-face, via email and over the phone
  • Cold-calling potential leaders
  • Creating presentations and attending conferences
  • Acquiring new clients through tenders

About you

The successful candidate will need:

  • B2B sales experience in the mining industry - knowledge of wear plates preferred
  • A mechanical / fabrication trade background
  • On-site equipment maintenance experience
  • Experience maintaining a network of capital / disposable mining products
  • The ability to work from home

About our client

Our client specialises in wear plates, which use refined micro-structure technology to design and develop a product that improves wear and impact resistance of machinery. Their product is currently supplied throughout the Australasia Region, and they are looking to improve their scope with a top BDM Mining Salesperson.

The wear plates are manufactured in Asia and imported to Australia through their own local import subsidiary in WA. Their aim is to increase their market share within the Australian Iron Ore and Coal mining companies.

Working with the highest quality materials at competitive pricing, you will be working from home in a client hunter capacity. You will sell directly to mining companies as well as manage interstate distributors. You will report to the Vice President of Sales.

Assessment Matrix design

Our in-house designed, custom made software generates an Assessment Matrix, which is our blueprint for the recruitment process. Our process consists of screening, interviews, document verification, skills testing, personality profiling and reference checks.

Ticks indicate the point at which each criteria is addressed. More importance criteria are checked multiple times throughout the recruitment process.

Selection criteria

Screen

Interview

Docs.

Profiling

Refs.

Education






HR bachelor's degree / cert IV




Experience






B2B sales - mining



B2B account / margin management



Mechanical background



Long-term strategic planning



Customer service / client management



Writing and preparing tenders



Capital equipment and disposable product knowledge



Established distribution network



Marketing



Complaint handling



Stable work history



Other






Microsoft Word - intermediate





Microsoft Excel - intermediate





Microsoft PowerPoint - intermediate





Spelling and grammar - excellent





Work from home





Verify LinkedIn vs CV




Accept expected salary ($140k)



Previous warning of termination?



Will you pass a drug test



Behaviour






Dominance - 69%




Influence - 45%




Steadiness - 27%




Compliance - 47%




Forms signed






Health / police check





Signed document - tell the truth





Docs verified






Driver’s licence




Citizen AU / NZ or PR




DISC profiling

Similar to people, jobs have their own behavioural profile that is based on duties, environment and communication. We create a profile for every job vacancy, enabling us to match an applicant's behaviour against that of a specific role.

We use DISC, which examines the following attributes:

  • Dominance - accomplishing results, the bottom line, confidence
  • Influence - persuading others, openness, dependability
  • Steadiness - cooperation, sincerity, dependability
  • Compliance - quality, accuracy, expertise

DISC profile - Business Development Manager

BDM

Shortlisted candidates

Candidate A

Candidate B

Candidate C

Behavioural adaptation by candidates to match the job profile:

Candidate A

Candidate B

Candidate C

Results

Our aim is to produce a strong shortlist by sourcing widely. We measure every stage in our recruitment process to ensure we meet this key objective.

Our service comes with an extended 18-month replacement guarantee. This guarantee means our interests are mutually aligned - to recruit high achievers who will excel and stay.

Video views

3,557


Applications received

455


Interviewed by 11 Recruitment

12


Shortlisted

8


Interviewed by client

6


Hired

2

Feedback

"I recently engaged 11 Recruitment and wow! Both their professionalism and the calibre of our latest employee is very impressive.

Christian, and his team, demonstrated considerable expertise in this very specialised field.

11 Recruitment are leaders in this industry and our organisations choice of recruiters."

Looking to recruit?


Christian Madsen | Managing Director

Want to recruit?

Click the button to request your free quote or call me on (08) 9225 6211 if you have any questions.

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