At least 8 years of sales experience with at least 5 years in our industry.

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Multiple President Club level performances.  We want to see a top 10 – 20% stack-ranking in his/her peer group for at least 3 of the last 5 years.

 

No job hoppers.  We need to see stability and we need to understand the reasons for any job change(s). 

 

Proven hunter / new business developer.  We want to understand what a typical week looks like in terms of sales activities and managing his/her sales pipeline.  Must be able to walk us through specific examples in which he/she initiated (vs. inherited) the relationship and ultimately closed new business.

 

Must have a problem/solution/value mindset, not a product/feature/price mindset.  Our strength and success is based on finding and solving technical or operational problems on the plant floor.  

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Complex sale experience with long sales cycles and average deal sizes of at least $100k.

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Lower middle-market experience.  History of strong sales performance in a company with $10 million to $100 million in revenue with limited resources and less name recognition than the bigger competitors.  

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High “doer” score on our customized sales assessment.

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Burning desire to succeed.  Demonstrably determined to excel and over-achieve. 

 

Ours is a hard-charging culture requiring a high level of personal accountability as well as outstanding teamwork.  Athletes do well here, both as individual contributors and as leaders; they historically fit our culture well, perform at a high level, enjoy their work and internal camaraderie, advance their careers and enjoy long tenures. 

 

Money motivated, but money can't be his/her only driver.  Must be able to articulate other wants and aspirations that align with our company and culture.

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Experience working remotely from home.

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Important:  Ideal hiring profiles are unique for each company.  The characteristics, experiences, capabilities and so on that comprise an ideal hiring profile will vary from company to company.  I have used various ideal hiring profile criteria from actual BurtonJames customers to build the sample ideal hiring profile shown above.