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Tags: industry insights, Industry Insights, industry-insights-sales...

​Nationwide Specialist Services (NSS) are a niche specialist services provider offering building maintenance, testing, MEWP hire and technical cleaning, with offices across the UK and Head office in Manchester. They pride themselves on being best in class for quality of service delivery and own all their own access equipment.

NSS don’t use sub-contractors and they don’t hire equipment, so everyone who works with them are assured of the best service, managed by their internal teams. Operating 24/7, and delivering service anywhere in the UK, they are one of the most successful businesses in the sector, consistently setting and maintaining excellent standards for everything from customer service to safety.

When NSS’ Group Commercial Director, Eugene Boyle, needed a new Business Development Manager, he reached out to the Search Sales team for support.

A specific requirement

NSS already had a strong presence and a great reputation in the industry, and they needed an experienced salesperson to hit the ground running and continue this growth for 2021.

The specifications for the role were strict, as the successful candidate would be expected to take a key role within the sales department and work hard to continue NSS’ success. They would need a good deal of knowledge about the sector, and ideally have some already established contacts. This was not a graduate role, or for someone looking for an industry pivot.

With this in mind, candidates were required to have at least a few years experience in the maintenance service industry, with NSS expressing an interest in those working for competitors or in an allied sector.

“My client had a specific vision in mind for what he wanted to see in the candidate, and he was very keen on ensuring that they were a good fit as well,” says Stephanie Bowers, Divisional Manager at Search Sales. “It was emphasised that they wanted someone long-term, who would understand and appreciate the NSS culture.”

But finding candidates with the necessary experience and skills for the niche market, alongside the all-important cultural fit, wasn’t an entirely straight forward task.

Learning about the culture

Once the Business Development job was officially announced, NSS was inundated with recruiters and offers from other agencies. Eugene had also decided to choose his own candidates independently, alongside the support from the Search Sales team.

“As NSS were a new client of mine, there were multiple agencies and recruiters involved at the beginning. I knew that there would be a lot of competition putting forward candidates for the role, so I wanted to do something that made Search Sales stand out amongst the crowd,” says Stephanie.

With the importance of cultural fit being highlighted by the NSS team, Stephanie knew she had to find out more information, to possess a greater understanding of exactly what that meant. As a seasoned recruiter, she knew the best way to achieve this was to get it straight from Eugene, as he had been with the company for nearly a decade.

“I spent a good amount of time on the phone with Eugene, to get a good understanding of what the culture at NSS was like. Doing this helped me judge candidates on several different levels, and put forward the ones that I felt had what it took to excel in the role,” says Stephanie.

Eventually, and against all the other competing agencies and recruiters, four out of five candidates that were shortlisted for the role were from Stephanie. Through communicating with the client, questioning what constituted NSS’ company culture, and taking the time to understand, she effectively identified which candidates could meet the requirements. She then reached out into her network, to find some ideal professionals for the role.

Onwards and upwards

“The understanding that Stephanie and Search Sales had of the NSS business, and the mind-set of the person we needed, was second-to-none,” says Eugene. “Even though the candidate we went for in the end wasn’t the most experienced of all those we interviewed, from a long-term business development perspective, we thought he was going to be the most successful. He fit our culture perfectly, and a few months in he is already thriving.”

NSS were so impressed with the work undertaken by Stephanie and the Search Sales team that they have offered her more exclusive roles and have limited the amount of other agencies that they use for future recruitment. It makes the process much quicker and easier, as they only have to deal with a select few experts who truly understand the business culture. The Search Sales team now have a strong idea of exactly what the NSS recruitment requirements are.

If you’re looking for a Sales candidate that is a good cultural fit, and want Search Sales’ help in building your next team, get in touch with them today.