Placement Report
Days to Present Placed Candidate8
Days to Placement78
Total Candidates Presented10
Total Candidates Interviewed by Client7
Total Prospects DDI Spoke With73
Benjamin Stocum, President and Building Technologies Recruiter
Lead Consultant

Benjamin Stocum


Company Description

$1B Commercial Industrial Building Systems Contractor

Job Title

Business Development Executive, Strategic Accounts

How long was client searching prior to our involvement?

1 month (Primarily searching internally and through employee referrals)

Did client have internal recruiting resources?

Yes. They have a corporate talent acquisition function, but it is better equipped for more transactional type hiring needs.

Why was this a real problem for the client?

Our client company runs their business in a highly decentralized model with over 30 separate company subsidiaries and over 90 branch locations, which service almost every major metropolitan market in the U.S. By the nature of this structure, autonomy of decision making is dispersed and direct line authority for day-to-day decision making is held largely at the local branch level. The Strategic Account sales organization was responsible for creating a bridge across these independent operating companies, so the company can service larger scale account needs. They needed to identify a pipeline of highly skilled, strategic selling professionals with the following characteristics:

  • Demonstrated track record of success in C-level selling to commercial customers with multi-site (20+ locations) and multi-state facility footprints
  • Steady and progressive work history in mechanical systems, automation and control systems, and/or facility services
  • Behavioral profile indicating a predisposition for sales success in a complex and matrixed internal organization structure

How did this opportunity help the candidate?

The placed candidate’s previous employer was restructuring their go to market strategy from territory based coverage to vertical, or industry focused coverage. This would have created significant limitations on new account development and income earning opportunity for the candidate. Also, as a result of this career change, the candidate elevated her level of visibility and is now reporting to and working directly with a more experienced and sophisticated group of executives.