Case Study Solution Account Managers | Collingwood Executive Search Firm

THE CLIENT

Our client is a global leader in IIOT / Industrial Automation. Following a period of detailed research, several growth opportunities were identified in key industry verticals. To execute the strategy, the organisation required a highly experienced individual with a strong knowledge of a key vertical and considerable experience in solutions selling.

THE ROLE & ITS CHALLENGES

These USA based roles were strategically incredibly important to the Client and one of the key initiatives for the Board. The future of the company direction was very reliant on the growth of a new revenue stream and this industry vertical had strong growth potential in the territory.

The roles provided multiple challenges. The individuals needed to have considerable experience in the vertical and be experts in this domain. They needed to be completely fluent in the language of the Client stakeholders and have a deep understanding of the technology and workflows. The nature of the vertical meant that sales cycles were long and complex and someone with experience of these processes was vital.

The role required individuals that were a competent solution seller with an ability to present a clear value proposition. The vertical was presenting many opportunities for growth so a strategic and proactive sales professional would suit this role best.

SUMMARY OF ACTIVITY

THE SOLUTION AND RESULT

We had worked on a few searches with this Director so we were aware of what type of people would thrive in this role. Having been given a good briefing on the challenges of the industry vertical the sales person would be working in, and the progress that had been made by the other team member.

We identified all the main competitors in this space and started to map out the employees that had the desired level of experience, and demonstrated both sales and vertical affinity. We identified a total of 188 Candidates and started the outreach campaign to drive interest and calls.

We submitted six Candidates to the Client, all of which they were happy with and interviewed. Three Candidates were progressed to final interviews. One was offered and accepted the role on offer. A further Candidate was identified as a real talent, and offered a similar role looking after a different industry vertical.