Project overview

The project involved filling the vacancy of a Regional Sales Director while simultaneously searching for two Sales Representatives who would transition to the new company along with their current supervisor.
IndustryTSL
Duration6 weeks
ClientOne of the three largest international logistics operators in Poland, specializing in road, sea, air, and rail freight.

Client profile: A global company with several thousand employees in Poland, specializing in serving large clients in the FMCG and automotive sectors.

Challenge

The client faced the simultaneous loss of both the Regional Sales Director and two of their most experienced sales representatives. This situation was especially complex as it concerned a key region, and the fourth quarter was approaching.

  • Focusing on candidates with a one-month notice period or immediate availability
  • Running recruitment processes for both the RSD and two Sales Representatives in parallel
  • Dealing with the reduced candidate activity typical of the fourth quarter
  • The potential candidates' reluctance to change jobs, fearing the loss of year-end bonuses if they left their current company before the year’s end
  • Candidates required to have at least a B2 level of English due to the international nature of the organization

Process

1. Preparation:

We aligned priorities with the client and restructured the recruitment process that had been used within the corporation. For interviews with RSD candidates, the number of meetings was reduced to two stages on the client’s side. It was also agreed that the chosen candidate, after signing a preliminary agreement and submitting their resignation, would be involved in interviewing the candidates for the Sales Representative role, who had been recommended by us and verified by the internal HR department.

2. Search:

We leveraged our established network to reach out to individuals who were not actively seeking new challenges. The only viable options were the largest companies in the industry with regional sales structures, particularly those established in road freight products.

3. Search results:

After two weeks of searching, we presented three experienced candidates fitting the profile of the Regional Sales Director.

4. Interview Finalization:

Within the following two weeks, the client reviewed the presented candidates and reached an agreement with their chosen individual. As soon as the contract was signed and the candidate submitted their resignation, we scheduled interviews for them with the Sales Representative candidates that had been selected by us and approved by the internal HR department. Over the next two weeks, meetings with five candidates took place, two of whom received and accepted offers.

5. Outcome:

Within six weeks of starting the search, the client had selected candidates to fill the missing vacancies in their regional sales structures.

Results

Despite the challenging timing of the recruitment and the demanding requirements regarding candidate experience, we were able to achieve the desired result for the client. This success was made possible not only by our in-depth knowledge of the client’s competitors in the market but also by certain compromises the client was willing to make. The selected Regional Sales Director had a two-month notice period, so the onboarding of the two selected Sales Representatives was managed by one of the other two Regional Sales Directors.