My oh my, don’t you look the tabletop sales professional in your Armani suit, and I can just see you parading around the NRA, New York and NAFEM shows like you own the floor. It’s encouraging that you log onto the Tabletop Journal and read Food Arts, etc.
I’m not surprised that you study the latest trends in food and know the difference between a Syrah and a Petite Syrah, and in what stem they each should be poured. I am encouraged that you can hold a conversation with a F&B Director on his menu and how items are positioned on it and your knowledge of food cost, labor cost and wine markups are certainly above average.
Unfortunately there is many an “empty suit” in an Armani and I hate to be the one to tell you, but a skilled hiring manager and recruiter are going to ask you why it is that your resume/CV is posing so many questions about your actual recent performance. Personally, I would rather hire someone whose pants have had an argument with their shoes, if they can prove to me that they can open new accounts consistently and expand existing ones.
A manager at Edward Don said this in the late 70’s:
“Any club that I have ever been a member of cancels my membership if and when I do not pay my dues”.
So what you did ten years ago may be very impressive but hiring managers and recruiters are interested in current velocity especially in this time of increased competitive offerings. Also, during an interview, be prepared to give examples of how you go about attacking a new account, fighting for that opening, differentiating yourself, developing a dealer/distributor, managing independent representation, what your chain account philosophy is, how do you increase the profitability of an order, etc., and is all of it current – No?
What do you do when you are in a city and finished working with your rep? Are there no end user calls for you to do on your own? What do you do in the evenings? Have room service in front of the TV or have a pre-planned dinner with clients and potential clients?
A skilled interviewer is going to lure you into uncovering your real self so always be prepared to give examples as to your behavior as past behaviors help predict the future. The right behavior leads, inevitably, to increased market share, and unless you can show that you are a real performer you will not have the stellar reputation that leads to recruiters knocking on your door and unfortunately, dooms you to surfing career websites along with masses of other “B” players. No real hunter has the inclination or energy to spend time on that nonsense.
You can reach Mike Hawkins at mikehawkins@mjhawkinsinc.com
