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.

BDM - Mining

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




Skill test




HR bachelor's degree / cert IV


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


Complaint handling

Stable work history


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


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

As well as being driven, this role also call for someone with charisma; an individual who is a good communicator, able to persuade others to their point of view as well as get their message across without appearing pushy or over-bearing.

The sort of person suited for the role enjoys the company of other people and the challenge of negotiation. But by the same token is not overly sensitive as to what people think of their decisions. That is not to say they do not want people to like them and see them in a positive light but where it comes to closing the aale for example, the person in this role needs to feel comfortable asking for the order without fear of offending.


This role requires an individual who is comfortable with a dynamic work environment and is able to adapt as required. Furthermore the role will require a person who is goal focused and motivated to achieve the desired outcomes, without significant management intervention or the guidance of rules and procedures.

The person would need to have a resilient character such that they can cope with the challenging aspects of the role, which would require strength of character and skill to adapt to possibly changing circumstances to do the job.

The position requires an individual who will be comfortable with responding quickly to work demands and who will be adaptable and comfortable with change. There will be times when deadlines need to be met with little warning and the individual will need to be able to adapt to meeting tight deadlines.

This job will suit someone who is enthusiastic, energetic and confident with adapting to the changing environment, and not reliant on rigidly following a process or procedure.

Another characteristic of this role is that it will require a person who is self confident and unlikely to experience doubt as to their decisions. The ability to act on instinct rather than following the procedure or process is an aspect of the role.

The role requires someone who is likely to be confident, goal oriented and determined to get the job done to their liking.

A significant requirement will be for a person who is optimistic and enjoys socialising and meeting new people, a person who likes people and who is a good communicator and negotiator. This person would be happy to venture where others are more cautious.

This role requires someone who is able to work independently and act on their own initiative whilst seeing the big picture, but at the same time recognising the need for conforming to certain rules or procedures in order to get the job done.


Shortlisted candidates

Candidate A

Candidate B

Candidate C

Behavioural adaptation by candidates to match the job profile:

Candidate A

Candidate B

Candidate C


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


Applications received


Interviewed by 11 Recruitment




Interviewed by client





"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."

Want to recruit?

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