Showcase

Recruitment of a BDM

How we recruited a Business Development Manager for a specialist steel manufacturer

Our client

Our client is a steel and wire manufacturer. They are a premier specialty steel-manufacturing facility offering a unique combination of carbon, stainless and other specialty steel making capabilities.

  • Location - Brisbane, QLD
  • Industry - steel manufacturing
  • Size - 30 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

  • On-the-road business development role, reporting directly to the Managing Director
  • Promote the full product range of high-quality galvanised welded wire mesh products
  • Are you a "hunter" and a "farmer"?
  • Great salary package

The role

The duties for this role will include:

  • Chasing distributors (selling to mining companies / contractors) and fabricators
  • Acquiring new clients face-to-face, via email and over the phone
  • Attending conferences and making presentations
  • Building relationships and cold calling decision-makers
  • Acquiring new clients through tenders
  • Managing existing clients through monthly face-to-face visits (across QLD, but monthly within the Brisbane metropolitan area), via email and over the phone

About you

The successful candidate will need:

  • Experience conducting B2B sales with a proven track record 
  • Solid experience working in steel fabrication or a manufacturing environment
  • Experience selling products directly to fabricators and distributors  
  • Managing long-term client relationships  
  • The ability to work from home and operate under minimal supervision with a high degree of independence and initiative
  • The ability to use a CRM database to track clients
  • Strong interpersonal and communication skills
  • To be a self-starter with a positive "can do" attitude

About our client

Our client is a Western Australian steel and wire manufacturer. They are seeking a superstar salesperson – a hunter and a farmer - to join their ISO 9001 certified business. They are looking for someone special - a top salesperson with a hunger for business development.

You should have good time management skills and be a self-starter who can work autonomously as you will be working from home.

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






Bachelor's degree - desirable




Experience






Steel industry



B2B sales - lead generation



Record of reaching revenue targets



Established network



Broad knowledge of the steel market



Development / maintenance of short and long-term contracts



Account management success



Cold-calling and on-the-road sales



Tendering



Sales metrics monitoring



Other






Microsoft Word - advanced





Microsoft Excel - advanced





Grammar & spelling - excellent





Passion for business growth



Verify LinkedIn vs CV



Will undergo personality assessment



Willing to travel across QLD for visits



Accept expected salary ($120k)



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

1,815


Applications received

106


Interviewed by 11 Recruitment

16


Shortlisted

7


Interviewed by client

5


Hired

1

Feedback

"We have been working with 11 Recruitment for over three years.

They are a fantastic bunch who have never let us down - even with the trickiest of placements and the shortest turnaround times!"

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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