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We are asked by our clients to help them fill their open positions on a daily basis. The job titles for these open positions commonly include:
Regional Sales Manager
Business Development Manager
Project Engineer
Project Manager
However, the reality is that not a single client is actually looking to hire a candidate who has this job title. The reality is that our client’s are looking to hire for what the candidate is or does. For example, we may be engaged to conduct a search for Regional Sales Manager, the job title, but what the client is hiring for is the unprinted subtitle, “Proven Commercial leader with strong experience selling capital equipment process solutions into Fortune 500 Food & Beverage Companies”.
Every professional has developed, either through intention or circumstances, expertise as the result of specialization. This is the subtitle to your job title. This subtitle describes a very specific set of conditions and your corresponding experience that are of the highest value to the right employer. Bear in mind that this is true at every level of the organization and is an inescapable fact. From the shop floor to the boardroom, every single person has a narrow band of high value skills and this is what employers are looking to hire. It is not who you are, it is what you are.
The implications of this are significant. Let’s say you want to try out something new...maybe more from a technical role into a commercial role. Recognize that you are bringing inefficiency to a potential employer and your job is to carefully think how you are going to become as efficient as possible. Articulate this to potential employers, outline a plan or program, show how what you are is actually leverageable to create more long term value for the company (in this example, you may be an engineer who can become the best sales person because of your technical experience). The burden is on you and not the employer to figure this out. Remember, the employer is hiring for the subtitle and any variance in your experience or skills may result in inefficiency and risk.
Next time you think about applying for a new position, take a moment to try and synthesize the subtitle.
What is the employer hiring for and how well do your experiences and skills match with this need?
If you can’t easily summarize the subtitle, it most likely is because you do not possess what the employer is looking for and that is ok! If you choose to continue with applying for the role, the burden is on you to make a convincing case for your candidacy. Please don’t implicitly shift this responsibility to an employer by sending over a resume that contextually doesn’t make sense. It is a waste of time for all of those involved.
Maximize your value by applying for roles that align what you are with what an employer needs to hire. Heck, you might even want to share the subtitle of the position as part of your application. I know it would get my attention and that already puts you in the win column!
Written by: Austin Meyermann, Founder and President of Hunter Crown, LLC
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