When a role has never existed, you cannot recruit by pattern-matching to a job description. There is no incumbent, no scorecard, and no internal reference for what good looks like. Most firms guess. ATS benchmarked.
We started with TTI TriMetrix HD Job Benchmarking to define the behavioral, motivational, and competency profile of success, then built a 341-company target universe and mapped compensation across four title strategies. The search ran against a tested benchmark, and the hire closed in 54 business days on six total hours of client time.
516 sourced, 361 addressable, 220 engaged, 47 deep-screened. 61 percent penetration of the addressable market.
The 61 percent market penetration is not luck. Every name in the engaged pool was mapped against industry vertical, distribution model, customer base, and behavioral fit before the first message went out. We work from a target universe, not a job description.
| Performance Metric | This Search | Industry Average |
|---|---|---|
| Time to Offer | 54 business days | 90-120+ days |
| Profiles Sourced | 516 | 50-100 |
| Target Company Universe Built | 341 companies | Not Provided |
| Market Penetration | 61% | 15-20% |
| Client Time Investment | 6 hours | 15-25+ hours |
| Search Completion Rate | 100% | ~60% |
| Behavioral Validation | TriMetrix HD Benchmarked | Resume-driven |
| Compensation Research | 40+ source comp study | Quick range estimate |
The Jacksonville sales-leadership market is dominated by larger industrial and distribution employers with richer packages. Convincing tenured leaders to move into a family-owned environment required a filter weighted toward autonomy, ownership, and legacy-building, and comp positioned at the 75th to 90th percentile. The research came first.
Four titles benchmarked against the Jacksonville metro. The right title is a hiring decision, not a branding decision.
Base $87K-$108K
Total $115K-$145K
50th-70th pct
First leadership step
Base $96K-$152K
Total $130K-$250K
75th-90th pct
10+ yrs, builder DNA
Base $88K-$143K
Total $105K-$190K
70th-85th pct
Multi-territory operators
Base $139K-$180K
Total $165K-$280K
90th+ pct
Premium hire from major
Jacksonville commands a 5 to 10 percent premium over Florida and Georgia statewide averages for industrial sales leadership.
| Title | Jacksonville Avg | Florida | Georgia |
|---|---|---|---|
| Sales Manager, Manufacturing | $97,500 | $87,750 | $95,550 |
| Regional Sales Manager | $115,500 | $103,950 | $113,190 |
| Sales Director | $124,000 | $111,600 | $121,520 |
| Commercial Sales Director | $159,500 | ~$143,000 | ~$152,000 |
Tenured candidates with the right specialization stack command meaningful premiums above median. These shaped the offer envelope.
| Specialization | Premium Above Median |
|---|---|
| Industrial / Technical Specialization | +10-15% |
| Team Leadership Experience | +10-20% |
| CRM Implementation Track Record | +5-10% |
| Technical / Blueprint Literacy | +5-10% |
Built to position at the 85th to 90th percentile. Tested against competing offers in the active pool. Designed to win, not just compete.
| Component | Basis | Value |
|---|---|---|
| Base Salary | Midpoint of $115K-$140K range | $127,500 |
| Commission (Tiered) | 6% / 8% / 10% on team revenue brackets | $45,000 |
| Quarterly Performance Bonuses | $5K per quarter for KPI achievement | $20,000 |
| Annual Strategic Bonus | 20% of base for strategic objectives | $25,500 |
| Total Cash Compensation | On-target earnings at plan | $218,000 |
| Enhanced Benefits Value | Vehicle, prof. dev., health upgrade, PTO | $35,000 |
| Total Package Value | Designed offer envelope | $253,000 |
A 341-company master target list. 49 high-priority targets across seven verticals. Built before the first outreach.
28 companies across seven verticals aligned to industrial sales leaders selling through wholesale distribution to contractor and B2B end-users.
21 OEM manufacturers that build products and sell through wholesale distribution, mirroring the client business model.
From kickoff to accepted offer in 54 business days. Six total hours of client time.
The next sales-leadership hire does not start at zero. It starts with a tested benchmark, a calibrated comp envelope, and a warm bench.
A role that had never existed, defined with behavioral data, sourced from a 341-company universe, and filled in 54 business days on six hours of client time. The hire is in. The database, the comp framework, and 18 warm candidates stay. That is surgical recruiting at the deliverable level.