Introduction

A RFID inventory management SaaS provider reached out to DANA Associates in search of a sales recruiting firm that could help them find a highly professional, technical salesperson. As the only fully SaaS RFID solution providing inventory automation to global retailers, their software enables companies to manage inventory with extreme efficiency—offering a 98% omnichannel accuracy rate.

The SaaS provider is part of a larger corporation based in Europe that develops and markets innovative solutions for retailers worldwide. The 15-person team in the US division operates with a dynamic, entrepreneurial spirit and was seeking to add a hunter with hustle who could sell, build, and manage a team.

Challenge

Historically, the parent company’s sales model in Europe was structured around a team with a less aggressive sales mentality than is the norm in the US. They now needed a player-coach in the US who could independently generate leads, close business, and build and manage a team. The hire needed to be: highly technical, thrive working in a fast-paced start-up environment, and wear many hats in order to successfully grow market share.

The company wanted a sales recruiting firm who understood, and could find, an outstanding technical sales professional to drive high-growth in an entrepreneurial organization—a partner to help them navigate the cultural and procedural differences of hiring and selling in the US market.

Solution

We began our discovery process by meeting with several members of the leadership team in Boston. Our meetings delved into and uncovered an in-depth understanding about the company mission, technical and business requirements, the start-up organizational structure and culture as well as specific goals for the new hire.

During this process the DANA team served as a strategic advisor, educating the team and helping them to determine and prioritize the qualities needed in a sales leader for the US market. This included articulating the permission the company needed to afford this new hire, i.e., the freedom expected in this role, in order to help EU headquarters successfully adapt their sales process to a US-based, start-up sales model.

We knew that leveraging our local network and headhunting would be the best route to finding a technical salesperson experienced working in start-ups with the capabilities, and sensibilities, to support bridging the European company’s business approach and culture. True to our send-out to placement ratio of three to one, we were able to present three great candidates to the client. Within a few weeks an offer was made.

Outcome

Today the client is highly satisfied with the hire who has proven to be a competent technical sales professional, a strong leader across various business initiatives, and one who complements the work-style of the European parent company. The client has found her to be sensitive to HQ operations, yet is able to forge her own path and execute effectively in the US. She doesn’t shy away from difficult conversations and knows how to appropriately challenge the organization and when to “let things go”. Moreover, our placement excels at prioritizing, has superb rapport with technical and non-technical customers, and exhibits a poised attitude with the right mix of “sales aggressiveness and interpersonal kindness”.

Our client credits our willingness to challenge their thinking as the reason they were able to make such an ideal hire. They say they would “absolutely work with us again”. We look forward to partnering with them to support their continued growth.

About DANA Associates

DANA is Boston’s leading executive search firm specializing exclusively in placing sales professionals. From C-level, VP’s and directors to managers and AE’s, we build cohesive teams for start-ups, mid-sized and global companies with headquarters or regional offices in New England.

For over 35 years, our reputation has been built on an immersive, field-tested methodology that predicts the best outcome for both clients and candidates.

If we don’t make an impact, we’re not doing our job.

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