Context

This organisation is the pre-eminent technology leader in connectivity solutions for the computer and electronic user. Since the inception of the company in the US in 1983, the organisation has enjoyed 18 consecutive years of significant growth with expected growth sales exceeding $400 million world wide in FYE/2007. The organisation has recently acquired a small, highly successful Australian organisation which was supplying computer accessories to major retail and OEM outlets.

Intervention

The task for Chandler Macleod Executive was to recruit the new organisation’s principle selling executives, the National Sales Manager Retail and the National Sales Manager Corporate. In consultation with the client it was agreed the Chandler Macleod Executive BestFit recruitment approach was required. This process involves a facilitated workshop profiling the new roles across key dimensions including financial management, customer management, business development, team leadership and business innovation. Goals and objectives were identified, top performance behaviours were outlined and weighted measures were developed.

Outcome

This role blueprint enabled an extremely focused recruitment process to unfold. Broadsheet advertising, in conjunction with the Internet and database searching was deemed to be the optimal sourcing strategy. As the recruitment process unfolded high quality candidates underwent temperament profiling and cognitive ability testing to ensure they met the selection criteria outlined in the role blueprint and would deliver on the required outcomes. Within a 4 week timeframe, offer and acceptance had been reached with two exceptional industry executives, each possessing a sound track record in selling function initiation, team development and business building.

This has ensured the organisation has a firm foundation in Australia enabling it to pursue its assertive growth objectives with confidence.