CLIENT: A Sales and Customer Service Training Firm

EXECUTIVES: Full Executive Leadership Team

BUSINESS UNIT: Sales and Business Development

Executive Search Recruiting Challenge: Vice President of Sales to Double Annual Revenues

The Situation

Before even choosing to partner with a search firm, our client spent months trying to find their ideal Vice President of Sales. They had a great network of connections in place and had posted the position online but were still unable to find the star they needed. They recognized the need to partner with a search firm and Rice Cohen was selected because of our industry expertise and reputation for attracting that elusive top talent in the training/human capital space.

Solution Implemented

We collaborated with our client who walked us through the ambitious goals they had set for the next 3-5 years. The first was growing and they wanted to double annual revenues within this timeframe. The current sales team was tenured and currently reported directly to the CEO. To achieve what they wanted they needed to put the right sales leader in place to manage and grow the team. Based on our client’s goals and specific needs the Rice Cohen International team put together a Search Assignment Profile and a very targeted list of companies to recruit from. Our research team identified over 200 potential candidates nationally that could potentially do this job.

The Search Results

After conducting behavior based interviews with qualified candidates we presented a short list of the top 4 candidates to the client. The CEO interviewed all 4, he had 2 members of his executive team interview his top two choices and then brought both individuals to headquarters to meet with the team. The search resulted in the Vice President of Sales being placed within 60 days from its start. The client was very happy with the caliber of candidate they saw, the way the search was prioritized, and we have since been working with them to build out their national sales team.