Lindsay – Success Study

Director of Business Development

Client: Lindsay was senior territory sales manager for south Florida for a global manufacturer of dental and orthodontic solutions.

Industry: Health Care, Medical Devices, Hospitals, Pharmaceuticals, Sales

Challenge: After 13 years in the industry, Lindsay aspired to new challenges that were unreachable without making major career changes and enlisting professional help.

Process: The interconnection of various job search activities, plus a strong coach keeping the process moving forward, was the perfect recipe for Lindsay’s success.

Landing: Lindsay is director of business development for a startup dental management company, an opportunity that marries the career advancement she sought with her dental industry experience.

Study: As the south Florida senior territory manager for a global manufacturer of dental and orthodontic solutions, Lindsay was responsible for sales and strategic planning for a $2.9 million, top North American territory.

She worked with existing customers, sought new business, and streamlined workflow efficiencies – in short, she was the “CEO of the territory.” After 13 years in the industry, she was ready to take her career to the next level.

The problem was that her company offered no opportunities for career advancement to people in her position, even top performers like her. Lindsay had little hope that other companies in the industry would offer her them, either.

“Two years ago, I asked about internal programs to cross-train for other job opportunities, but they had nothing in place and weren’t willing to help me grow. It was clear there were few options for advancement there and, frankly, it would have been the same situation at another company. To move out of sales and make a big career change I knew I would need to advance my skills,” said Lindsay.

That’s when Lindsay decided to get an MBA. Continuing at her job full time, she spent 18 months taking classes. Driven with ambition to kickstart her new career, Lindsay enlisted The Barrett Group to start job hunting even before she’d completed her MBA program.

“Going back to school for my MBA is the best decision I ever made. You learn so many different aspects of business, how to think like an executive, and how everything connects together,” said Lindsay. “It’s also how I found The Barrett Group. One of the guys in my cohort recommended them to me.”

Lindsay’s MBA program contracted the services of a well-known recruitment firm, but after six months she realized that they were too narrow in scope for her needs. She hoped The Barrett Group (TBG) would provide her more support and help her create a solid career strategy.

“I needed help with all aspects of a job search, including rebuilding my resume, using LinkedIn, interview prep, as well as sorting out what it is I wanted to do,” said Lindsay.

Lindsay knew she wanted change, more challenges and better compensation, but she didn’t have a clear idea of what her ideal job looked like. She considered leaving the healthcare industry entirely but saw the difficulty of shifting job type and industry simultaneously.

Lindsay spent the first few weeks of the TBG Program working with Scott Henderson, her Clarity coach.

“He was very, very good! We had great conversations. We really clicked and he really helped me work through a lot when I was reeling from Covid stuff,” said Lindsay. “Scott gave me confidence in knowing what my strengths are, the management style and culture of the company I’m looking for, and that I need opportunities for leadership and stretch projects. He brought it all together.”

When Lindsay, who was the first client to use TBG’s new service delivery system, Asana, started working with her career consultant, Julie Mathern, she found it a seamless shifting of gears from the internal work of figuring out what she wants to finding a job.

“Reworking my resume was the first thing to tackle. Julie had me start by putting numbers to my achievements. Working with her and TBG’s resume writers took my resume to a whole new level. The way they word or position something I did in my job was really thoughtful and creative,” said Lindsay.

The next task was to redo Lindsay’s LinkedIn profile.

“We worked on reaching out to people and building up my social capital. I’m pretty good at networking already, but Julie challenged me to do more and get out of my comfort zone. You never know what will lead to a job opportunity. If nothing else, it’s great practice!” said Lindsay.

Lindsay already felt confident with interviewing, but the work she did on her resume improved her interviewing skills, too.

“I had to get very specific about the metrics I wrote on my resume, which I then used in my interviews,” said Lindsay. “Julie also helped me prepare for the types of questions I might get.”

The pandemic created some challenges in Lindsay’s job search – she was hard pressed to find companies that were hiring – but an unanticipated benefit was that it gave Lindsay time to finish her MBA and work on her career strategy. “Covid was actually the best thing to happen to me because I focused,” said Lindsay. “I never lost my job, but all my clients shut down for two months. I spent that time working with The Barrett Group. No one was hiring between October and December, but people were willing to talk. I had great exploratory conversations. Julie helped me with that.” When companies started hiring in January, Lindsay knew it was just a matter of time before opportunities would emerge for her. And they did. In quick succession, Lindsay found herself interviewing with four different companies, all in the dental/healthcare space. “People told me all along to stick within dental, but, at first, I didn’t want to hear that. Julie never told me that. She just kept guiding me so I could realize my own path,” said Lindsay. “Had the hiring manager of the job I took approached me last summer, I probably wouldn’t have responded. Since then, however, my thinking has evolved, and I am very glad it did!” Lindsay’s great opportunity found her thanks to her revamped LinkedIn profile – and a bit of good timing. “My new company is a dental management startup that provides nonclinical support to dental practices and wants to expand into Florida. I’ll be the director of business development handling the M&A new market development work in Florida, and leveraging the relationships I’ve built with dental owners to help them make their businesses more efficient. It is a brand-new business role for me in an industry where I have 13 years of experience. This is a perfect fit for me! The stars have aligned!” Lindsay has no doubt that she will be successful in her new position and credits The Barrett Group a lot for her successful landing. “The services The Barrett Group provided were so thorough, and Julie helped keep it all together and moving forward,” said Lindsay. “I’m a very motivated person, but it was the interconnection of all these services that helped me get the job. I realize how important it is to work with experts sometimes!”
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