Business Development & Specification sales, Heat Pump Manufacturer
The client is a UK based manufacturer of domestic and commercial heat pumps. Being an engineering led company they have a first class range of products with some very unique offerings and new products coming to market.
The company needed sales support to develop market share and bring these new products to market. The managing director approached us, knowing of our industry knowledge and expertise, to help find two key roles for the business.
The company wanted to strengthen its sales presence in both the specification market and with the network of MCS installers. With a range of new commercial heat pumps coming to market the roles would be to promote the product and company via CPD and specification through a National Specification Manager role. A second role of a Regional Sales Manager would work with the installer base in one of the company’s core regions.
A solid understanding of the industry was of paramount importance to our client and this was a key focus of our search. This was a fantastic opportunity for the right candidate to utilise skills that they had already acquired and impact positively on the growth of a reputable business whilst continuing their own personal progression.
Our solution was based around our unique four way methodology, to attack both the active job market via job boards and national advertising, and the passive, or inactive market via our extensive networks and headhunting. We worked very closely with the client to establish a list of requirements and desirables to cross reference with potential candidates. We also spent considerable time with the client learning their business, products and techniques in order to establish an in-depth understanding of their requirements.
We then worked with the client to put in place a clearly defined interview structure and process. This enabled Antal to prepare, assist and debrief both clients and candidates in a formatted structure to ensure that no small detail was overlooked.
After conducting a detailed search, a shortlist of candidates fitting the professional requirement was submitted to the client for assessment and interview. Given the clients level of professionalism and reputation, it was important to ensure that the candidates also had the right cultural fit. This is something best established during conversations and meetings with the candidate, although much of this had also been conducted during the initial search period and subsequent conversations. A very thorough interview process was conducted by the MD and other board members.
After an intensive search process the company felt we had found the ideal candidates for both roles and offers were made. We worked closely with the candidates through the resignation and counter-offer stages, ensuring the process was smooth for all parties. The client has since approached Antal international for an engineering role with another company in their group.
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