The Challenge | Genuinely Responsive
Our client, an AV Video Conferencing provider specialising in unified communications, needed to break into new markets quickly to take advantage of an increased demand for smarter working environments, connectivity and instant messaging driven by great innovation in start-of-the-art technology.
They needed a Sales Manager with specialist sector knowledge who could rapidly reach and engage with new customers to showcase their AV and brand management solutions and support newly won projects with the required resource of AV engineers and installation contractors to ensure SLAs were met.
Their priority was to appoint a recruitment partner that could help execute their sales strategy by quickly reaching the ideal target candidates, a specialist in delivering time-critical projects for corporate, entertainment, education, leisure and hospitality customers. Having an agile and responsive solution that could be scaled up to meet demand was essential.
The Solution | Great Relationships
Working closely with the MD, Sales Director and Contracts Manager, our knowledge of the AV Technology and Unified Communications sector proved invaluable. Understanding market constraints, customer demands, the impact of legislation on candidate availability and pay rates, we were able to build a solution that supported the end-to-end sales process.
We implemented a targeted attraction strategy to identify and source passive sales candidates with specific experience in business communications, video conferencing and audio-visual solutions. Whilst managing an executive search campaign to appoint an industry-experienced Sales Manager with advanced knowledge of target sectors, our expert team also began to build a pipeline of technical contractors who would be able to deliver against newly-won business deals. This required high level communication, candidate engagement and out of hours support to ensure flexible resource was on-hand to respond to urgent requirements throughout the UK.
The Outcome | Guaranteed Results
Our knowledge of the company’s offering, business plan and sales strategy ensured the speedy appointment of Sales Manager from a direct competitor that was onboarded seamlessly and able to hit the ground running. This resulted in several large value clients being secured within the first few weeks and the company being in a situation where they had significantly more projects to fulfil than anticipated.
We were able to support the resulting sales with a team of AV engineers, installation contractors, technical support and electrical specialists who worked throughout the UK to deliver against new contracts with education, corporate and hospitality customers. Their ability to work within tight SLAs and ensure total customer satisfaction with project delivery has led to additional contracts being won and 2 members of the flexible resource team being offered permanent positions.
We are continuing to respond to increased demand from the company’s expanding customer base by growing their AV Video Conferencing Contracts team, as well as sourcing additional sales and customer support staff for their Head Office in the North West.
The Partner | Grassroots Recruitment
GR acts as a sales and technical resource partner – understanding organisation’s challenges and objectives to present a collaborative solution that runs alongside and in support of their business plan.
If you have plans to expand and need to identify industry-experienced sales professionals to drive growth, as well as appointing flexible or permanent resource to support project delivery, contact the Grassroots team today to tell us more about your requirements and schedule a call with one of our consultants.