CLIENT: Learning and Training Outsourcing Firm

EXECUTIVES: CEO & VP of Sales

BUSINESS UNIT: Sales and Business Development

Executive Search Recruiting Challenge: Life Sciences Sales Executive, Training Outsourcing Firm

The Situation

Our client was growing quickly and had seen tremendous growth with life sciences clients. This industry was one they were doing a lot of work with already and they also saw the industry as one where they could continue to grow. With this strategy in mind they decided to hire a top Life Sciences Sales Executive who knew the life sciences space that would be fully dedicated to the vertical. Knowing our reputation for helping to build award winning sales teams, our client reached out to Rice Cohen International and we began a partnership to fill the position.

Solution Implemented

Beginning with our unique 25 Step Process we partnered with our client to compile a Search Assignment Profile and Target List which outlined the places we could potentially find this person. We then went on to identify every sales executive within these organizations, honing in on those with experience selling into the life sciences industry. From there our executive consultants reached out to each individual on this list and conducted behavior based interviews so they could screen the candidates against the ideal profile. We ultimately selected a short list of 6 candidates to present to our client.

The Search Results

The lead executive consultant and research team worked closely with the client and had him conduct initial interviews with the short list of candidates. After these initial conversations 3 candidates moved on to in-person interviews with the executive leadership team and a few select peers, as well as a meeting with the President of the firm. After the final rounds of interviews were conducted the client was able to eliminate 1 of the 3 finalists. They still had sincere interest in 2 of the 3 finalists. Each had extensive expertise in the life sciences vertical as well as a deep passion to drive sales in this type of environment. After the team debriefed further they decided to go with the candidate who had everything they were looking and had experience working for a direct competitor. Rice Cohen verbally presented the offer, received a verbal acceptance, and ensured the physical offer was signed and returned to the client within 24 hours. Within the year that individual had grown the life sciences practice so much that they ended up hiring the individual who came in second as well.