Minntech Business Description
Minntech Corporation is a leader in the design, manufacture, and marketing of medical devices, liquid chemical germicides and detergents, blood filtration and detoxification systems, and ultra pure water filtration products. The Company’s products are used in kidney dialysis, open-heart surgery, endoscopy procedures, and in the preparation of pure water for medical, industrial and laboratory use.
Founded in 1974 and publicly held since 1983, Minntech employs approximately 425 people world-wide.
Challenge:
Build a hospital based, direct sales and service model in less than five months, ending a 10 year relationship with a national distributor organization.
Identify, attract, hire, and train a top performing national sales organization while also staffing a national field service organization to support and service proprietary medical capital equipment.
Solution:
People Factor began by working with management to develop a new sales territory strategy aligned with the company’s evolving business strategy, including an organizational structure to ensure effective integration of the sales and service components. Then we jointly developed job descriptions and a hiring/onboarding plan to source, screen, and hire new national sales and service teams.
People Factor assessed over 1000 sales professionals from over 30 major U.S. cities, coordinated a talent pipeline strategy to maintain an aggressive timeline without compromising candidate quality, facilitated off-site region specific interview teams, created internal scorecard to review position finalists, and completed reference checks and background checks.
Results:
Successfully recruited a high performance team to include two Regional Sales Managers, fifteen experienced medical capital equipment Sales Representatives, two Field Service Managers and nine Field Service Engineers. New hires spanned 19 major cities in 15 states. Net sales of products and services increased by 25.9% for the first nine months when compared to the previous year’s nine month period. Our retention of these individuals has been outstanding due to a highly disciplined recruitment process. In addition, People Factor met project time lines, budgetary commitments and performance expectations of the company.
“An organization rarely goes through this kind of major transition so it made sense to supplement our existing HR resources with the experience and firepower of People Factor. They’ve done this before and were able to lead us through the challenge with outstanding results. The really understood our vision for success and helped us at both a strategic and practical level.”
Roy Malkin, President and CEO
Minntech Corporation
http://www.minntech.com/