Forming a recruitment partnership with AMS

Client: American Modular Systems (AMS)

About: American Modular Systems (AMS) is California’s leading modular manufacturer, delivering high-quality and innovative educational buildings.

Role: Business Development Manager

Sector: Sustainable construction

The brief

Prior to taking on this vacancy, Tonic and American Modular Systems had only made contact once before. Our two businesses needed to learn as much about each other as possible. Before taking on the search, we insisted on getting a thorough insight into AMS to understand the company’s product, culture, and values.

The business had exhausted its traditional methods to resource this vacancy and was attracted by Tonic’s in-depth understanding of the modular industry. The company also understood that I had extensive experience in the offsite sector and resourced several high-level sales professionals across engineering, architecture, and renewable energy. Understanding both these aspects led to AMS giving this vacancy to Tonic on an exclusive basis.

Our instruction was to find an experienced Business Development Manager that would spearhead the organization’s Southern California presence. This vacancy had precise requirements of a professional with extensive sales acumen and technical background in either Architecture or Engineering. AMS is located in Manteca; this Busines Development Manager would come into the business to work remotely. We were to search for sales professionals who lived in the LA area.

The challenges

We searched for dedicated sales professionals that initially had a career in engineering, architecture, or construction. The rare combination of a technical background followed by an outstanding sales career was by far the biggest challenge we faced.

This role needed someone with immense discipline and self-motivated nature, being a remote working opportunity. Once we had identified professionals with the right background, we were continually discounting candidates based on characteristics and personality traits.

The solution

Working with AMS very closely from instruction allowed us to develop a clear set of must-haves: sales experience, technical background, and personality profile.

Armed with an in-depth understanding of the type of professional that AMS needed, we spent the first week researching and mapping the talent within a 100 miles radius of LA.

We took the time to understand AMS’s business and family-owned culture. Together we developed an information pack and pitch to communicate to the potential candidates. We do not take representing our clients in the marketplace lightly. At Tonic, we feel that delivering a consistent and accurate message to professionals is often overlooked when selecting a search agency. Using Tonic will ensure that your organization is being represented in the job market to the highest of standards.

We undertook a thorough interview process with a first stage call to deliver the vacancy details and to understand someone’s technical ability. A second call was then carried out via video link. This interview focused on the professional’s personality characteristics. We developed a scoring system to ensure that each candidate we delivered was based on a clear and defined process rather than gut feeling.

Following this process, we delivered five candidates that all had a previous technical background and at least ten years of high-performing sales experience.

"The Tonic team have been fantastic. As a new supplier, Tonic was incredibly knowledgeable about the modular industry and clearly interested in our business. We will be using Tonic again they are by far the most sincere and trustworthy recruitment consultancy that I have ever worked with."

Engineering Manager

The results

The process uncovered two candidates that were fantastic matches for the opportunity. The decision was a tough one, and AMS asked us for advice and our opinion.

We guided the client to the point of hiring an extraordinary individual. The chosen candidate had begun their career as a structural engineer to move into a business development-focused career. He has over twelve years of experience building relationships with civil engineering, architectural, and construction management firms.

American Modular Systems were so impressed with Tonic’s process and professionalism we have now gained exclusivity on several planned vacancies across the engineering and architecture divisions.

"I was recently placed by Tonic with a top-tier company. Throughout the process, Tonic was extremely helpful. I found them to be responsive, professional, insightful, and empathetic. I would highly recommend them to any organization searching for a quality recruitment agency."

Business Development Manager

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