Search Outcome: Filling a Territory Account Manager Role in Spokane, WA
Location:
Spokane, WA
Industry:
Higher Education Publisher
Position Title:
Territory Account Manager
Client Testimonial
“We were close to pulling the plug on the search. The candidate pool was tiny, and we thought we had exhausted every option. My team has so many open requisitions that we simply didn't have the time to do what SalesFirst did in that market. They stayed persistent, found ways to connect with candidates we couldn't reach, gave us honest feedback about compensation, and ultimately helped us hire someone who has become a true champion for our business.”
Challenge:
A national higher education publisher was hiring a Territory Account Manager to support colleges and universities throughout Eastern Washington and the Inland Northwest.
The position required extensive travel, spending most days on college campuses meeting with professors and department chairs. It was a fully remote role with significant windshield time, seasonal overnight travel, and a schedule that could be difficult for professionals with families.
The client had several non-negotiable requirements. Candidates needed a bachelor's degree, experience selling into colleges and universities, and the ability to build long-term relationships with faculty members. They specifically wanted to avoid candidates coming from K-12 education because the buying process, sales cycle, and customer relationships were very different.
The search became even more challenging because there were only about six viable candidates in the state who met all of the requirements, and the client's internal recruiting team had already contacted every one of them through LinkedIn.
Solution:
Rather than accepting that the candidate pool had been exhausted, we took a different approach.
We researched each of the six candidates, uncovered personal email addresses and direct phone numbers, and reached out across multiple channels. Through persistent follow-up and relationship-driven recruiting, we successfully connected with three of the six professionals.
Throughout the search, we also shared real-time market feedback with the client. As conversations progressed, it became clear their compensation package wasn't competitive enough to draw the candidate they wanted. Based on that feedback, they made a significant adjustment to their compensation package, allowing them to compete for the top rep in the market.
Outcome
- ▸ We introduced three qualified candidates
- ▸ All finalists met the client’s education, industry, and territory management requirements
- ▸ The client hired an exceptional candidate with years of experience and credibility
