Showcase

Recruitment of a BDM

Permanent recruitment

How we recruited a Business Development Manager for a crane maintenance company.

Our client

Our client is one of the leading overhead and gantry crane maintenance companies in Perth. In addition to providing maintenance services, they also supply all makes and models of cranes, electric hoists, materials handling and warehousing systems.

Location - Perth, WA
Industry - machinery
Size - 20 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

Crane services company based in Rockingham
Permanent full-time position, with your own desk in the office
Work autonomously and assist in building a business
Competitive salary with vehicle, phone and tablet

The role

The duties for this role will include:

B2B account generation and setting up new accounts / contracts
Establishing new relationships through client visits, phone calls and emails
Maintaining and developing relationships with past clients
Entering leads and prospects into an existing CRM system
Implementing sales initiatives to generate new accounts
Following-up with potential clients by conducting 8-10 visits per day
Managing your territory and following leads in the metropolitan area

Note: this is the first BDM role that our client is seeking. This is a fantastic opportunity for anyone looking to build their career with growing, industry-leading business. The role will be mostly autonomous, with an emphasis on enthusiasm and resilience to be successful in achieving agreed objectives.

About you

The successful candidate will need:

Experience in a B2B hunting role - preferably in an on-the-road capacity
Experience using CRM to develop relationships and drive service growth
The ability to work autonomously
A proven track record of meeting and exceeding KPIs
A clean police clearance and the ability to pass a drug and alcohol test
A current manual driver's licence

A mechanical trade background or previous crane repair / maintenance experience would also be an advantage.

About our client

Our client is a WA owned-and-operated crane service and maintenance provider, who is looking to grow their business by acquiring new sales and delivering customer service excellence.

They pride themselves on a diverse range of crane supplies. They maintain all makes and models of overhead cranes and electric hoists and provide 24-hour repair service.

If you enjoy the challenge of business development, can deliver high levels of customer service, and enjoy working autonomously, this could be the role for you.

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
Year 12	✓	✓	✓
Experience
Electrical trade / crane maintenance	✓	✓	✓		✓
Sales - hunter	✓	✓			✓
B2B selling	✓	✓			✓
Service contract understanding	✓	✓			✓
Excellent negotiation skills	✓	✓			✓
Planning and scheduling	✓	✓			✓
Work under pressure	✓	✓			✓
Stakeholder management - advantage	✓	✓			✓
Production presentations / demos	✓	✓			✓
MS Office - intermediate to advanced	✓	✓			✓
Other
Work location - Rockingham	✓	✓			✓
Verify CV vs LinkedIn	✓	✓			✓
Accept expected salary ($100k)	✓	✓			✓
Previous warning of termination?	✓	✓			✓
Will you pass a drug test?	✓	✓			✓
Behaviour
Dominance - 69%		✓		✓
Influence - 55%		✓		✓
Steadiness - 23%		✓		✓
Compliance - 42%		✓		✓
Forms signed
Health / police check			✓
Signed document - tell the truth			✓
Docs verified
Driver’s licence	✓		✓
Citizen AU / NZ or PR	✓		✓
Medical check	✓		✓
Probity check	✓		✓

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 the person 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 sale for example, the person in this role needs to feel comfortable asking for the order without fear of offending.

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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 required 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.

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

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Applications received

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Interviewed by 11 Recruitment

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Shortlisted

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Interviewed by client

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Hired

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Feedback

"Christian Madsen and his Team at 11 Recruitment clearly demonstrated the huge benefit a professional and hard working recruiter can offer both the candidate and client (employer).

Christian puts himself in his clients shoes and through thorough research and questioning.

He gets to understand the industry, its current environment and the company's strategies, in order to attract and secure the best candidate for success in the role and critically important a win-win outcome for all."

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