Showcase

Recruitment of a BDM

Permanent recruitment

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.

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	Screen	Interview	Docs.	Skill test	Profiling	Refs.
Education
HR bachelor's degree / cert IV	✓	✓
Experience
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	✓	✓				✓
Marketing	✓	✓				✓
Complaint handling	✓	✓				✓
Stable work history	✓	✓				✓
Other
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	✓	✓				✓
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

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.

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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 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

3,557

Applications received

455

Interviewed by 11 Recruitment

Shortlisted

Interviewed by client

Hired