Vice President of Business Development
Tucker, GA
August 2012
THE SCENARIO
The client had relied on our recruiting team since 2010 to find and secure divisional president’s, business development, legal, and finance executives. The SVP Business Development and Strategy, whom we had placed the previous year, was in search of a senior sales professional with relationships at Exelon, the largest owner of nuclear plants in the United States.
Due to the possibility of projects with such a large utility company, it was imperative that the right person be hired to lead the relationship.
THE CHALLENGE
The clients relatively smaller size, in comparison to other vendors across the country who offer similar plant construction and maintenance services, often enables the company to stay light on their feet, be creative, and provide better solutions. Many of the prospective candidates we talked with were eager to entertain an opportunity that allowed them to serve their customers better through additional offerings.
THE SOLUTION
We had been working with the client for nearly twelve consecutive months on business development searches. Before it was decided that a dedicated VP-level professional would be needed to manage the Exelon account, a few candidates with the required experience were already in the works.
THE OUTCOME
Our team was able to engage the Exelon account manager for Westinghouse Electric, the largest nuclear product and service provider. This individual was already selling similar maintenance and modification projects to the utility, but different enough not to interfere with the current non-compete/non-solicit.
We were able to incentivize this person to make a career change by providing an opportunity to sell an entire portfolio of services rather than a narrower product line that is common for sales professionals at large corporations.
THE FACTS
Assignment Start Date: April 15, 2012
First Candidate Submitted: 2 Days
Hired Candidate Submitted: 30 Days
Hired Candidate First Interview: 40 Days
Offer Extended: 92 Days
Start Date: 120 Days
Candidates Interviewed: 5
Candidates Submitted: 5