Sales, Marketing, Business Development

ART recruits a full range of senior and mid-level managers in the disciplines of sales, marketing, and business development, in a vast array of high technology, industrial, and service industries. ART's candidate and client base includes the following industries, technologies and product sectors, among others:

INFORMATION TECHNOLOGY & TELECOM CONVERGENCE PRACTICE
Software, IT Services, Telecommunications Services, E-Commerce, Computer & Network Services, and Internet Firms
 
INDUSTRIAL & HIGH TECH SECTOR PRACTICE
Electronics, Computers & Networks, Wireless/ Broadband/ Fiberoptic, Semiconductors/ Electronic Components, Optics/ Sensors/ Displays, Contract Manufacturing,  Automotive Industry, Mechanical & Hydraulics, Electromechanical, Machine Tools, Semiconductor Capital Equipment, Industrial Equipment,  Aerospace & Defense, Battery/ Electrochemicals/ Printed Circuit Boards,.Chemical Industry, Plastics Industry, Ceramics/ Metals &  Advanced Materials, Consumer Packaged Goods, Medical Devices & Medical Equipment, Pharmaceuticals
 
SERVICE SECTOR PRACTICE
Financial Services, Retail Sector, Entertainment Sector, Leisure Sector, Institutional, Broadcasting, Media, Government, Other Service Industries


In our candidate-client matches, we try to understand, at the outset of the search, precisely what is the client company's mission, and how the client's business culture, resources, and expectations, might harmonize with the talents, experiences, contacts, and career paths of our excellent candidates. Our goal is to not simply produce a "resume-to-job specs" match that results in a placement, but rather to create a candidate-company match that has a reasonable chance of producing long term benefit for both the candidate and the client.

The very nature of sales and marketing involves risk, but in our work, we try to minimize the risk for both parties by seeking to understand what is really important to both parties. When we recruit in the sales and marketing fields, then, we look beyond titles and the promise or hope of success. We want to understand the sales, marketing or business development manager's track record (what percentage of sales growth, what record of surpassing quotas, etc.), as well as the important issue of whether the client's goals are realistic and whether the firm's resources --human, financial, or technical-- are sufficient to allow a good sales or marketing head to accomplish their mission..

For candidates, it is important to keep in mind that the management structure of companies, as well as the stated duties of their employees, can differ greatly, not only from industry to industry, but even among different facilities of the same corporation. The imprint of each company's management style can greatly affect the duties of a particular job. When seeking a new position, it is best to not be overly excited about titles alone. Sometimes the worst jobs carry the best titles, while the best jobs may carry ordinary titles. Take into account what the job is actually requiring.

There may be no discipline abounding with more confusing and misleading titles than in the disciplines of sales and marketing.

• In our experience, for example, there are many Marketing Managers who do not do marketing at all. They may actually be Sales Managers. They might manage nobody but themselves.  They might not be in charge of a particular account, region or industry. But the title "Marketing Manager" might just happen to be standard for their company.

• In equal numbers are Sales Managers who are really Marketing Managers.

• And Business Development titles could be given to sales people, marketers, engineers or anybody who may or may not actually be involved in developing new business or even maintaining old business.

• The real fun starts when you come to the titles "Director of Sales and Marketing" and "V.P. of Sales and Marketing." Sometimes a company calls its sales manager the head of "sales and marketing" to impress customers, when in fact that company may have no marketing program to speak of, even if the Director of Sales and Marketing insists that a lot more sales could be made if they did.

Why do we bring this up? Because your resume will likely include your current and past job titles, and if your job title significantly misleads the resume reader, you may not get interviewed for the right jobs. It is imperative that you not leave your real duties to the imagination. If, for example, you really are a Sales Manager with a "Marketing Manager" title, you may want to include a short but clear translation of your title, perhaps even following the given job title with a parenthetical " (Sales Manager)." Afterward, it is your duty to clearly explain your specific job duties, as well as your involvement with product sales and customers. Do not leave it up to the reader of your resume to guess what you do. They almost always will base their evaluation of you on your job title alone if they are given no other evidence to suggest your duties are in a different field.

Sample Sales & Marketing Candidate Job Titles: