Location:
Chicago, IL
Industry:
Packaging
Position Title:
New Business Development Representative
Client Testimonial
“Dan is direct, which I appreciate. If he likes somebody, he tells me why. If he has concerns, he tells me that too.”
Challenge:
A large packaging company acquired a regional packaging business near Chicago and wanted to create a more dedicated new-business function.
The existing sales team had strong tenure and deep customer relationships. Most of the representatives had spent years managing established accounts.
The company already knew exactly what it wanted to change. It had proven the same model in several other U.S. markets, in some cases with our help.
The plan was to hire two dedicated hunters, move one existing representative into a full-time new-business role, and keep the remaining account managers focused on their current books of business.
The target profile was intentionally junior. The company wanted early-career professionals who were comfortable walking into warehouses, introducing themselves, starting conversations, and identifying opportunities.
Solution:
We focused heavily on recent college graduates and early-career professionals who had entered the workforce after school and accumulated less than 18 months of client-facing experience.
The search emphasized confidence, energy, coachability, and comfort approaching people in person.
We looked for candidates who could walk into an unfamiliar business, start a conversation naturally, ask enough questions to uncover a potential need, and create an opening for the more experienced sales team.
We interviewed approximately 30 candidates and presented 12 to the client.
Outcome
- ▸ The client extended offers to two candidates from the group we presented.
- ▸ Both offers were accepted.
