The best of both skills
1 September 2010
The Challenge
The brief was to find a Key Account Manager who understood Brand/Segmentation strategy as well as having the selling and relationship skills required to meet revenue targets. The challenge was in finding an individual who could demonstrate the analytical marketing skills while also having solid sales experience. Simply searching for an “Account Manager” was not going to get the result the client wanted.
The Carrera Partners Factor
Our consultant, having managed both Sales and Marketing functions in one of her previous roles, understood the crossover of skills required. She also understood that this candidate was not going to come through standard online advertising. It would be someone we had met previously or who had applied for quite a different role. The successful candidate ended up being someone our consultant had interviewed 18 months previously for another position. They had 5 years FMCG marketing experience as well as 3 years sales experience prior to that. After identifying the right person, it was a case of engaging them and demonstrating how their unique skill set could take them a long way at the client company.
The Success
The candidate was excited about the opportunity so we put them through the interview process and they were successful in gaining the position. They have since proven to be an ideal fit with the business and both parties feel the relationship is progressing well.
