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Recruitment of an Account Manager

Permanent recruitment

How we recruited an Account Manager for an electrical manufacturer

Our client

Our client specialises in providing electrical test and measurement solutions. They manufacture TnT, a popular portable appliance tester, and provide repair and calibration services for electrical test instruments.

Location - Perth, WA
Industry - electrical 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

Account Manager

Work for a well-established manufacturer of electrical appliances
Must have knowledge of electrical instruments
Sales across WA metro - make the role your own

The role

This is an expansion role that will build upon a well-established base of clients and contacts. The challenge will be to promote not only their electrical appliance testers and accessories, but a range of other products including oscilloscopes, power supplies, multimeters, tags and label printers.

Your territory will be the whole of Western Australia. The successful applicant will report directly to the General Manager based in Adelaide.

You must be able to effectively communicate with - and sell to - corporate offices, wholesale branch managers and end-users. You will be expected to find sales opportunities in all sectors of business - be it government, corporate, retail or construction.

About you

The successful candidate will need:

A proven sales background
Knowledge of the test and tagging industry
Strong written and verbal communication skills
Experience working with electrical contractors and wholesalers
The ability to develop long-term contracts
Loyalty; looking for a long-term career

An electrical trade background would be advantageous.

About our client

Our client opened their doors for business in 1993, and they have since become a well-established manufacturer of a range of electrical appliance testers. The company is based in South Australian, and they have offices in 3 states throughout the country.

Due to personnel changes in their West Australian office, our client is now looking for an Account Manager. The individual will need to be motivated, customer-focused, and should share the company's values of trust and accountability. They will also need to be committed to achieving their team's goals.

This position creates an opportunity for someone to be creative in how they sell - the role will be developed to suit their selling skills and style.

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.	Skill test	Profiling	Refs.
Education
Electrical trade / equivalent	✓		✓
Experience
Sales - electrical industry	✓	✓				✓
Record of reaching revenue targets	✓	✓				✓
Established network with contractors, wholesalers, corporate users, etc.	✓	✓				✓
Test / tagging knowledge	✓	✓				✓
Short and long-term contract development and maintenance	✓	✓				✓
Account management success	✓	✓				✓
CRM - extensive	✓	✓				✓
Cold-calling and on-the-road sales	✓	✓				✓
Sales metric monitoring - quarterly sales results, annual forecasts, etc.	✓	✓				✓
Solving issues in minimal time	✓	✓				✓
Customer product usage	✓	✓				✓
Other
Microsoft Word - advanced	✓			✓
Microsoft Excel - advanced	✓			✓
Microsoft PowerPoint - advanced	✓			✓
Spelling and grammar - excellent	✓			✓
Can use online presentation software	✓	✓				✓
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 - Account Manager

A key characteristic for this role is to have a person who is a cooperative team player and is rule oriented, they need to know what to do and when and how to do it. This type of individual would not have the innate urge to take over as leader, but rather would be content to be a member of the team whilst giving credit where credit is due for the contribution of other members of the team.

This type of person is likely to appreciate the support of management and colleagues and prefer to get the job done properly and thoroughly as per the processes. On occasions there may be the need for greater independence and the ability to take a stance and act on their initiative as required by the circumstances.

read more...

A predominant requirement for this role is that the person holding it needs to like people and like to have people like them, a genuinely friendly person, and inclined to be an egotistical, extroverted, bubbly sort individual.

They would be socially confident and enjoy the company of strangers. However, to perform their job they would use their powers of persuasion and would be likely to be uncomfortable with confrontational situations where they have to assert themselves.

The ideal person for this role will be fast paced and dynamic welcoming of change and gets bored doing one thing at a time for extended periods. The person would need to be full of energy, bubbly, communicative and animated, persuasive and good at presentation skills both at presenting themselves and their employer. This person would need to be comfortable meeting with strangers and members of the public at social functions and business meetings.

By the same token, this person would use native powers of persuasion to bring people around to their point of view and would be uncomfortable where they have to assert themselves to get things done, they would be concerned with offending people.

One characteristic of the behaviour required for this position is that the person needs to be comfortable with responding quickly to work demands and to be adaptable and comfortable with change. There will be times when deadlines need to be met with little warning and the person will need to adapt themselves to these tight deadlines.

The person needs to be enthusiastic, energetic and confident with adapting to the changing environment and not being able to rigidly follow a process or procedure.

This role will require a person who likes precision and order and will follow the rules and procedures and be fussy about the detail and ensuring accuracy in what they do. They like their work environment structured and will document clearly in order to ensure effective communication.

Subject to their skill level they will suit a broadly a sales role where they need to develop rapport with their clients or an administration role where they may for example manage an Information System requiring them to be impartial and objective yet meticulous in what they do.

Account Manager

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

1,153

Applications received

Interviewed by 11 Recruitment

Shortlisted

Interviewed by client

Hired