–      What are the three most important functional tasks this person will perform?

A.) Regain core business (electric insulation) that has been taken by competition or

B.) Discover new potential clients or

C.) “Tend the garden” to ensure that current customer needs are being satisfied.

Mentor and coach the current Sales team; providing them with proper direction to make them successful in their roles.

Work closely with the manufacturing and quality to ensure that customer deliveries are on time and up to standard.

–      Background of successful hires? Why successful? The person who previously held the job?

Previous Sales Director was commuting to our location from 1.5 hours away. Found a job closer to home.

–           Background of the person you seek?

Composites background. Proven Sales record.

–           Education required? Desirable? Minimum education?

Bachelor’s Degree is required.

–           Personality type which would fit in well?

Positive, energetic, results oriented.

–           What is the sizzle? Why would an outstanding person want this position?

Diverse company with many different product lines. Organization shows impressive potential for growth.

–      Company details? Sales, growth last/next five years? Web site or other place where we can learn about company?

Company has been in business since 1922. Current Sales are between 20 and 50 million per year. Looking to meet a goal of $40% growth by the end of the fiscal year, which is doable.

–      What industries do you serve? What is your position in these markets? What market factors affect your business, and what effect are they having lately, in the past, do you expect in the future?

We mainly serve the market of the electrical insulation industry. We have are also growing in other markets as well… The ballistics market being a prime example.

–           Travel? (100% is four nights per week.)

25% at least. Roughly 1 week per month of travel.

–           Works with/Sells to:

OEM, Industrial, Distributors, Engineers

–      What staff will this person have, and how will they fit into the organization?

Two Inside Sales Engineers. Two Outside Sales Engineers. Four Sales Reps based in different locations in the US. One Order Administration team (Two individuals).

–      People work for people. To whom will the candidate report, and what is their title? How long have they been with the company? What prior positions have they held?  What is their educational background?  What outside interests are they involved in?  Why are they excited about working for the company?  (Remember.  Good Candidates ask tough questions.)

Candidate will report to the President & CFO. He has been with the company for 14 years this month. Was previously in only the CFO role until he was promoted to President & CFO in September of 2015. He holds an MBA in Finance/Accounting and a BBA in Finance. He is also a Lean Six Sigma Black Belt.

–           What makes this person a good boss?

He provides clear direction while giving employees the freedom to make their own decisions. Definitely not a micromanager, but he will follow up to make sure that his employees are delivering results.