Ejendals is an established Swedish company in the industrial safety products industry. Established in 1916, the business has an excellent reputation for producing safety gloves and safety shoes. Ejendals currently serves customers in more than twenty countries.
To achieve its growth goals, Ejendals set a goal to expand sales in the United States by hiring a four-person sales team. Ejendals had never hired a sales team in the U.S., so the new hires would have the opportunity to develop a book of business from the ground up. The success of the new U.S.-based sales team is part of a more significant commitment to the U.S. market, including established distribution facilities in the U.S. in the future.
Ejendals set out the following job brief to inform the sales recruitment process in
four U.S. Sales Territories (one territory manager per territory):
Ejendals decided to work with a team of two Peak recruiters to recruit high-performance sales professionals with the right background.
Creating An Ideal Candidate Profile
Peak distilled Ejendals’ need for successful salespeople into a few critical criteria. To be considered, the candidate needed to have a successful track record of generating a deal size of $20,000 and meeting a $500,000 annual sales quota. Ejendals sought candidates with five years of sales experience in construction or manufacturing in terms of industry background.
Ejendals also sought sales professionals with the right attitude. Specifically, the company sought salespeople with an entrepreneurial mindset interested in developing a new sales territory from scratch. The successful hire needs to be driven to build relationships, create a book of business and manage a book of business.
Delivering On The Recruiting Process
In addition to skills and experience, the company sought local sales professionals with existing networks. To save time during the recruiting process, Peak proposed presenting a list of five candidates for each sales territory. This shortlist approach to hiring made it easier for Ejendals to complete their hiring process in a timely fashion.
Overcoming The Travel Challenge
Building a new sales territory requires creating relationships and significant travel. Due to the pandemic, the position’s requirement for travel posed a challenge. This challenge is offset by the company’s commitment to flexible remote work. In addition, Ejendals is also highly supportive of employees with family responsibilities.
In less than ten weeks, Peak has successfully filled all four positions. Ejendals hired sales professionals with a strong B2B sales track record of success in B2B industrial sales. This means that Ejendals can start growing quickly with a minimal need to train the new staff.
Local Sales Hires
Peak located local sales staff in each of the four U.S. cities: Atlanta, Indianapolis, Philadelphia, and Raleigh. Ejendals immediately gained access to each sales person’s regional network of contacts by hiring locally in each sales territory. As a result, the company expects to reach its sales goals quickly.
Positioned To Launch U.S. Sales
Ejendals is positioned to launch its sales territory in the new year by hiring the sales team in the fall.
INTERESTED IN GROWING YOUR SALES TEAM?
Peak has expertise in recruiting highly accomplished sales professionals in multiple industries.
In addition to industrial supplies, Peak has also worked with management consulting clients like Bain & Company. Peak has also worked with software as a service companies like GovSpend to hire account executives. Whether you are looking for sales managers, field sales representatives or other sales positions,
Peak can help. Contact us today to discuss your sales hiring needs.
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