Recruitment of a Key Account Manager for 366 Concept

Challenge: finding an expert in selling luxury goods to foreign markets

366 Concept is a brand that combines the history of Polish design with a modern approach to sales and marketing. Thanks to its unique collections of furniture inspired by the icons of the 60s, the company has gained recognition in international markets. With dynamic development, the need arose to employ an experienced Key Account Manager (KAM), who could:

✅ Build and develop relationships with distributors and premium clients in foreign markets.
✅ Understand the specifics of luxury goods sales – understand the expectations of high-end clients and how the industry functions.
✅ Have experience in export and B2B negotiations at an international level.

The biggest challenge turned out to be the lack of candidates with the appropriate profile in Poland. Most specialists in the area of B2B sales had experience in the mid-range segment, but few knew the requirements of the luxury market. This prompted us to extend our search to Western Europe – especially Great Britain, which is one of the key markets for premium goods.

Recruitment strategy: going beyond the local market

To meet the challenge of finding the ideal Key Account Manager with experience in selling luxury goods to foreign markets, we decided on a non-standard recruitment approach. The key elements of the strategy were:

✅ Expanding the search beyond Poland
We focused on candidates from Western Europe, with particular emphasis on Great Britain, where the tradition of selling premium goods is strongly rooted.

✅ Direct search in industry networking sites
We used platforms such as LinkedIn and specialized industry portals to reach both active and passive candidates. We precisely targeted specialists with experience in selling furniture and luxury goods.

✅ In-depth competence verification
During the interviews, we focused not only on professional experience, but also on soft skills and strategic thinking. Negotiation skills, the ability to build business relationships, and willingness to relocate were important.

✅ Personalization of communication
We adapted the recruitment message to the specifics of candidates from foreign markets, emphasizing the unique value of the 366 Concept offer and the possibilities of professional development in an international environment.

This multi-faceted strategy allowed us to effectively find a candidate who not only met all the substantive requirements, but also perfectly fit into the company's culture and vision.

Solution: the perfect candidate from Great Britain

After several weeks of intensive searching, we managed to find a perfectly matched candidate – a sales manager from London who possessed all the key competences:

🔹 Over 7 years of experience in selling luxury goods to foreign markets – previously cooperated with top interior design brands, perfectly understanding the needs of premium clients.
🔹 Knowledge of the design and premium furniture industry – had numerous successes in developing sales and building B2B relationships.
🔹 Ability to negotiate at an international level – was able to effectively establish cooperation with distributors and individual clients from the high-end segment.
🔹 Willingness to relocate to Poland – which was crucial for 366 Concept, as it enabled close cooperation with the team and building a sales strategy on site.

The candidate decided to move from Great Britain to Poland, seeing the enormous potential of the 366 Concept brand and the opportunity to use her experience in the company's further expansion into international markets.

Summary

Finding the right Key Account Manager for 366 Concept required going beyond the local market and using non-standard recruitment methods. Thanks to an effective search strategy, it was possible to acquire a candidate who not only met all the requirements but also brought unique competencies in the sale of luxury goods to foreign markets.

Key success factors in this recruitment:

✅ An international approach to searching, which allowed us to reach highly qualified specialists from outside Poland.
✅ Precise selection of candidates based on the analysis of experience in premium sales and negotiation skills.
✅ Effective communication of brand values, thanks to which the candidate decided to relocate and take up work in Poland.

Thanks to this recruitment, 366 Concept gained an experienced expert who helped in the expansion into new markets, increased export sales, and strengthened the brand's image as a leader in premium design.

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