Watson's Fuels
Back to Case StudiesThe Brief
World Fuel Services group have been servicing homes, farms and businesses for the past 60 years. So, it's no surprise to see that they've developed a loyal customer base and a gleaming reputation across a wide number of industry sectors.
Like any forward-thinking culture-fuelled business, World Fuel Services decided to increase their sales force to meet the growing needs of their leading team. They wanted sales executives with proven experience to hit the ground running, seek out new business opportunities and ensure current customers are kept exceptionally happy.
The Challenge
Not all sales executives are made equal. World Fuels were on the hunt for business development leaders with a built-in ability to uncover new opportunities and a savvy for closing a sale. Their new recruits would need to be independent, motivated and have an attitude that says, "I've got this".
Not only would they be confident in offering the perfect fuelling solutions to UK businesses, they would serve it up with an impressive customer experience too.
The Approach
We sat down for a coffee with the Regional Team at World Fuel Services and visited key sites across the UK to get a fuller feel for what they considered to be the ideal new sales recruit.
We uncovered what a day in the life of a Watson's Fuels sales executive would entail and just what kind of person it would take to cut it. It was clear that the successful recruit would enjoy a life out on the road, mixing and mingling with businesses on a national level and paving their own way to develop new clients.
With this in mind, we implemented a number of proactive search campaigns backed with a series of engaging digital marketing campaigns to grab the attention of those we were looking for... exactly when they were looking.
We interviewed every candidate via a competency-based face to face interview. We knew they were exceptional on paper, so for good measure, we conducted a number of Sales and Customer Service role play situations to dig out that killer confidence and put their closing abilities to the test. We were impressed.
The Result
Since that first coffee with the World Fuel Services team back in 2000, we've been their chosen recruitment partner, seeking out the very best key sales personnel for their sites across the North.
World Fuel Services sure know how to engage and reward their teams, so it's not surprising to see they have impressive retention rates across the business.
We regularly check in with our candidates to see how they're getting on. It's been rewarding to see that several of the candidates we've placed have progressed internally to more senior appointments... always good to watch our hard work continue to grow.
The Impact
Having delivered a leading sales team to take World Fuel Services to the next stage of their ambitious growth plans, we also became established as their chosen recruitment representatives, thanks to our efficient response and knack for knowing just the right fit for their results-driven business.
We work as an extension to their team, not a supplier, which has seen us contribute to some significantly impactful business changes, via improved morale and the addition of some real revenue-generating talent.
Matthew Crocket - Regional Manager
Over the years I have been approached daily by other consultants that must be different breed to The People Pod. My long-term relationship with the People Pod is testimony itself to the continued success we have had.
Their superb industry connections coupled with their duty to meet every candidate personally safeguards them sourcing the right candidate every time. With a huge demand for skilled sales professionals and a shrinking talent pool, I’m pleased to say The People Pod can still find talented sales professionals quickly. They fully understand the brief which helps makes recruitment seamless and pain free.