Recruiting Assignment: Manager, Category Analysis & Forecasting
Organization: Specialty Retailer
Situation
The HR professional from this established client awarded this assignment with the warning that it would not be an easy search. The hiring manager had been attempting to fill the role for over a year using both internal and external resources, with no success. Frustration was high, as the manager — dynamic and entrepreneurial in style — was also known to be temperamental.
Assessment
This highly specialized buying group dealt with high-end, seasonal, and constantly fluctuating products. The ability to analyze, forecast, and recommend buying decisions was critical. Most products were unique year-over-year, requiring “one-time” buying decisions. Success demanded both technical expertise and an instinct for anticipating demand in a shifting marketplace.
Challenge
The client provided a 12-page job description with extensive prerequisites, including specialized software experience. Recruiters in our New York and Toronto offices mapped retail organizations using these systems and created a strategy targeting merchandising groups experienced with seasonal, fluctuating products. A shortlist of five candidates was delivered within three weeks. However, the client rejected most outright and expressed extreme dissatisfaction with the remaining two — nearly ending the search.
Solution
Recognizing a disconnect, our Director arranged a meeting to realign expectations. Using a breakdown of 12 key criteria and a comparative candidate graph, it became clear that while candidates matched the stated requirements, what the client really needed was different: someone who understood the nuances of elite, specialty products — not just mass or discount retail. This insight re-focused the search strategy and clarified the elusive qualities that had been missing.
Candidate
The successful candidate did not check every technical box but excelled in the most critical areas. She had deep experience with high-end, elite products, a passion for the category, exposure to most of the software tools, and intuitive skills for spotting key products. Her cultural fit and ability to thrive with passionate stakeholders made her the right choice.
Postmortem
The client praised our persistence in uncovering the real issue and not abandoning the search. At the three-month update, the candidate was thriving, making a positive impact, and was promoted within the first year to a senior management role where she built a new department. She remains highly engaged and successful in the organization.
Footnote
The QualiFind Group’s New York and Toronto offices have since expanded their relationship with this client, supporting multiple subsidiaries and divisions across North America as a trusted recruitment partner.