Glenn I. – Age 59 – $186,000 – No Relo – Industry Change – 60 Days In Search

Here is a note from Glenn’s SC&C Campaign Director, Barbara Limmer. “I’m pleased to announce that Glenn, who became our client only two months ago, has accepted a new position and will be starting on Wednesday.”

Glenn came to us on as a VP of Sales who had been laid off in Dec. ’09 due to a downturn in his industry. He waited so long to come to us because in past job searches, he had been successful but realized that what he was doing was definitely not working.

Throughout his career, Glenn enjoyed a great deal of success in Sales and Sales Management; his entire career had been in a very narrow and declining industry, consumer electronics. His primary goals were to move into a new industry as a Sales Executive, and he wanted to remain in the Los Angeles area to avoid relocation.

After less than month with SCC, he had an interview with a search firm who had been hired by XXXX, a manufacturer of high-end consumer products, to find just the right Sales Executive. Glenn’s initial articulation of his core competencies, achievements, and success stories for the purpose of interviewing needed much work.

When he secured the interview with XXXX, we put our interviewing training into high gear and “crammed” for the ultimate exam – eliminating the competition and negotiating a better package.

During his interviews he spent considerable time with the President, the Executive Team, and a number of Key Investors.  In working on his presentations, we focused on the difficult interview questions, how to talk through his stories, how to close the interview, and also how to sell his background not as “consumer electronics” but rather a premium brand, high-end products. We also discussed the importance of connecting with his interviews, building rapport and “likeability” throughout the process.

Bottom line  – he received an offer which was $10,000 above what the search firm had said was the maximum XXXX would pay.  Not only that, but the bonus structure he negotiated is better than anything he had in the past, plus to his surprise they added stock options to the package that would build up equity.  The options will prove lucrative, because the company is private and plan to offer themselves for sale in about five years—providing a nice nest egg just in time for Glenn’s planned retirement. His new position is local and commutable, so he will not have to move. All Goals Achieved!

TITLE: VP Sales (negotiated up from Sales Mgr)
COMP: $140,000 base (up from 120-130 as told from recruiter) + 15% bonus based on profit goal + .5% on top line sales above previous year  + 4k stock options vested over 5 years with accelerated vesting if company is sold before 5 yrs.