Recruitment of a Technical Sales Specialist

How we recruited a Technical Sales Specialist for a safety supplier

Our client

Our client is an independent family company and a worldwide leader in all areas, in which safety at heights is important. They supply innovative and exceptional products and services, which are a clear reflection of the strengths of their brand.

  • Location - Western Australia
  • Industry - safety and fall protection
  • Size - 200 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.

Technical Sales Specialist

  • BDM
  • Combine your passion for sales and abseiling
  • Work from home with field based travel across WA

Retained Search

The role

The main duties for this role will include:

  • Making appointments with decision makers and then meeting them face to face 
  • Building ongoing relationships with distributors with a view to continued sales growth
  • Writing up proposals and maintaining post-sale relationships
  • Negotiating pricing and closing of sales
  • Demonstrating the height safety equipment (to include abseiling from tall buildings)
  • Attaining and tracking distributor feedback on continual service improvements
  • Representing the company at industry events and networking meeting
  • Following up on sales leads generated from trade shows, marketing campaigns, the company’s website, and other sources

About you

To be successful in this role, you will need to be based in Perth, be a natural-born salesperson with previous sales or business development experience and a background of working with height safety equipment or safety products. You will also need to have:

  • A great attitude with a professional approach to selling
  • Excellent negotiation and influencing skills
  • The ability to think on your feet
  • Proven ability to persuade and influence distributors by building successful ongoing relationships 
  • The ability to demonstrate safety equipment by abseiling from tall buildings (training will be provided)
  • Strong resilience  
  • Flexibility to travel locally and nationwide to include staying away - 1 week in 6
  • Integrity in every aspect of how you work
  • Mining experience (desirable)
  • MS Office
About our client
Where else could abseiling be part of your daily routine? Would you like to work from the comfort of your own home? An exciting opportunity has arisen for a full-time Business Development Manager to join a world-leading, family-run manufacturer of Personal Fall Protection Equipment and Safety Systems.

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




Skill test




Minimum year 12 Diploma or equivalent


Desirable – Height safety experience

Previous sales exp with distributors and end users

Experience persuading distributors to sell products

Negotiating experience

Planning and scheduling appointments experience

Must have understanding of safety equipment/products

Experience of the mining industry preferred

MS Office Intermediate


Work location – home based (need to be set up for this)

Prepared to travel and work away for 1 week in every 6

Must be prepared to demonstrate equipment (abseil/heights)

Must be self-motivated and able to work autonomously

Task focussed

Accept expected salary range ($85 -100k plus super, Laptop)

Resilient with excellent stakeholder management skills

Will you pass a drug test?


Dominance - 69%

Influence - 55%

Steadiness - 19%

Compliance - 47%

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 - Sales Consultant

This is a role which requires an individual who is fundamentally assertive, independent; task driven and can operate on their own without support from colleagues and management. The person will need to have the courage of their convictions and be comfortable with being accountable for their actions.

They will need to be a fast paced and outgoing, comfortable with change, and able to adapt as required. Furthermore the role will require a person who is goal focused and is motivated to achieve the desired outcomes, without significant management intervention or the guidance of rules and procedures.

The contradiction is that from time to time in order to perform their duties effectively, the individual may need to curb their independent tendencies and follow procedures and accept instructions from superiors.


The role requires someone who is able to direct others in order to get the job done. They need to have a high level eye for detail and ensuring that the job is done thoroughly and according to the process. However, they will need to have people working with or for them who are thorough and complete the detailed part of the job.

The person would need to be a fast paced ‘big picture’ style of individual who is not overly concerned with what people think of them. This type of person would need to have a resilient character, such that they can cope with the challenging aspects of the role that require strength of character and skill to adapt to do the job. That is not to say they would need to be unpleasant but rather simply be comfortable making what could be seen to be unpopular decisions.

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 is does not have a rigid structured set of rules determining what the individual is to perform on a daily basis. The role will require an individual who is capable of thinking on their feet and adjusting to the changing dynamics of the job in order to meet the requirements.

The type of person in the role will have to rely on experience and skill rather than process and will need to be confident of what they do in spite of the lack of guidance. By the same token the role requires someone who is fast paced and comfortable with a dynamically changing environment.

Sales Consultant

Shortlisted candidates

Candidate A

Candidate B

Candidate C

Behavioural adaptation by candidates to match the job profile:

Candidate A

Candidate B

Candidate C


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


Applications received


Interviewed by 11 Recruitment




Interviewed by client





"Ashleigh was fantastic and kept us in the loop during the whole process, provided detailed information about the candidates and keep searching until we were totally satisfied with the individual we finally employed.

A very pleasant experience for us as business owners and a great company to deal with."

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Click the button to request your free quote or call me on (08) 9225 6211 if you have any questions.