Sales Manager in EU for a CRM & ERP serv company
**Diagnostics**: The company’s management has identified a new strategy for scaling the business, which includes outstaffing and offering expertise to support large, long-term projects. Initially, the business owner was solely responsible for sales and customer development, while account managers focused on upselling. The CEO aimed to eventually delegate all tasks to a newly hired Sales Manager. However, the company previously faced challenges when hiring a Sales Manager through its HR department— the selected individual failed to meet the established KPIs and did not complete the trial period. Additionally, the recruitment process took about two months and involved around 15 interviews with potential candidates. During a briefing, we discovered that the candidate requirements did not align with the company's strategic priorities or current market conditions. We recommended revising and validating the requirements before initiating the search.
**Candidate profile**: The ideal candidate should have extensive experience in selling both short- and long-term projects within CRM and ERP systems across CIS, European, and US markets. The candidate was required to be located in the EU and fluent in both Russian and English. Necessary soft skills included outstanding communication abilities, successful negotiation experience, teamwork, commitment, perseverance, client-centricity, flexibility, multitasking capacity, problem-solving skills, a broad perspective, high energy levels, empathy, and a good sense of humor. Preferred locations were Poland, with Lithuania as an alternative. The contract type was B2B, and the work format was remote.
**Analytics and Results**: We reviewed 92 applicants, contacted all of them, and shortlisted only 7 relevant candidates. The customer made a job offer to one of these candidates, who was found through a cold search. The customer invested 6 hours in the process, while HireForYou.Pro specialists dedicated 41 hours. The candidate began working within 1.5 weeks. The agency fee was 14% of the gross annual salary.