Showcase

Recruitment of a BDM

How we recruited a Business Development Manager for a textile importer

Our client

Our client is at the forefront of international design and distribution, exporting interior upholstery and window covering textiles to over 50 countries around the world. 

  • Location - Perth, WA
  • Industry - textiles
  • Size - 100 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

  • Autonomous role, working with a vast product range
  • Use your creativity and passion for design

The role

The duties for this role will include:

  • Making on-the-road B2B product sales
  • Developing current customer relationships by educating clients, presenting new releases and highlighting proven performers
  • Understanding the decision-making process to identify and sell to key stakeholders
  • Territory account management - including an effective call cycle however, there are strong expectations of business development which includes driving business; qualify, lead and pursue new business opportunities
  • Explore the needs of clients and propose solutions
  • Providing first-class service
  • Managing all phases of the client experience including post-delivery
  • Managing sampling expenses whilst keeping within budget and removing discontinued ranges
  • Managing stock of running lines and large orders
  • Reviewing back orders and placing forward orders where necessary.
  • Successfully reaching sales and GP targets
About you
The successful candidate will need:
  • 3 or more years' experience in a B2B environment
  • Experience maintaining a constant call cycle
  • The ability to promptly interpret and address customer needs
  • Strong problem solving skills - able to quickly identify and overcome obstacles
  • Sound organisational skills, time management and attention to detail
  • Motivation, and the ability to work both independently and as part of a team
  • Professional presentation
  • A valid drivers licence with a good driving record
Experience in the textile or home furnishings industry, or a qualification in a relevant field would also be advantageous.
About our client
Envision combining your creativity and passion for design and style in an autonomous position by representing high quality products. With a vast product range to offer, this is a role for an outgoing sales person with a passion in creating space, design and colour solutions. The successful applicant will be servicing existing clients whilst driving new opportunities to grow sales.
This position is for their Commercial sector, which is contact and relationship driven.

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






On-the-road B2B sales



Account management



Call cycle development / maintenance



Reaching sales and GP targets



On-the-road sampling and demos



Fabric / curtains / design / furniture



Proven lead generation strategies



Long lead-time sales generation



Other






Microsoft Word - advanced





Microsoft Excel - advanced





Microsoft PowerPoint - advanced





Spelling and grammar - excellent





Passion for colour and design


Organisation and time management





Customer complaint handling



Immaculate presentation




Verify LinkedIn vs CV



Accept expected salary $150k



Previous warning of termination?



Will you pass a drug test?



Behaviour






Dominance - 50%




Influence - 55%




Steadiness - 27%




Compliance - 57%




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

1,054


Applications received

57


Interviewed by 11 Recruitment

11


Shortlisted

9


Interviewed by client

4


Hired

1

Feedback

"I was a little bit suspicious using any recruitment agencies after being burnt so many times.

One day I got an email from Christian Madsen with some tips explaining how to recruit better. I decided to go ahead with their service and was pleasantly surprised by their professional approach and attention to the process.

They offered 18 months guarantee as well as an offer to perform a profile test for the chosen one.

Overall, I wouldn't hesitate recommending 11Recruitment. Very happy."

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.

>