Careerbuilder.com
Company: CareerBuilder.com, Chicago, Illinois
Company Description: CareerBuilder.com is the nation’s largest online job site with more than 23 million unique visitors and over 1.5 million jobs. CareerBuilder.com powers the career centers for more than 800 partners that reach national, local, industry and niche audiences. These include more than 170 newspapers and leading portals such as America Online and MSN.
Nomination Category: Organization Awards Categories
Nomination Sub Category: Best Sales Organization
Nomination Title: Careerbuilder.com
1. Tell the story about what this nominated organization/department achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
# What was your organization's sales growth rate during the last recorded 12
month period?
The amount of revenue generated by CareerBuilder.com's own sales force
(excluding newspaper partners) grew 68 percent year over year for the 12 month
period ending June 30, 2006.
In the second quarter of 2006, CareerBuilder.com pulled ahead of its rival. The
company and its local affiliates generated $172 million in market revenues in
the U.S., $9 million more than its largest competitor in all of North America.
For the first six months of the year, CareerBuilder’s North American revenues
were $329 million, compared to $323 million for its largest competitor.
With more than 1,900 salespeople in-house and at its newspaper partners, the company has aggressively pushed forward into new markets and captured a greater portion of recruitment spend amongst FORTUNE 1000 and small and medium-sized businesses. For 40 consecutive months, CareerBuilder.com has posted the most jobs in the industry, according to Corzen. The company has experienced a 12-point gain in market share over the last two years and is certain to increase its share in 2006.
# Describe the top 3 initiatives that lead to this growth (up to 100 words):
• Successfully transitioning our largest sales group into a global account sales
team. Changed territories, compensation, and job definition to focus salespeople
on the largest sales opportunities nationwide. Rewrote entire sales training
program as we moved towards a more consultant based and complex sale.
• Developed direct reports to be independent business leaders. Successfully
moved from a leaders -- to more of a board member -- role for all of divisions.
Each of the leaders is equipped with the strategy, skills, and disciplined
freedom needed to run their businesses as the "CSO". Eighty percent of the
sales leaders have also entered MBA programs.
• Ceiling-off opportunities – introduced an “Ideas from Everywhere” contest
where all salespeople had the opportunity to develop a business plan for a new
product or program. The winner got their entry funded and became the CEO of
their program literally overnight.
# Provide a brief biography of the leader(s) of your sales organization (up to
100 words):
Mary Delaney is the Chief Sales Officer for CareerBuilder.com, the nation's
largest online job site with over 1.5 million jobs and over 23 million unique
visitors. In this position, Delaney is charged with developing sales strategies
and programs to drive profitability and maximize market share. Leading a sales
force of over 1300, Delaney is one of the key contributors to a company that
continually outpaces its industry in revenue growth, growing over 80 percent
annually compared to the industry’s 20 percent. Prior to joining
CareerBuilder.com, Delaney managed the merger of Headhunter.net and
CareerBuilder.com.
# Briefly describe your organization's customers, including the industry or
demographics you sell to, the job titles you sell to (if applicable), and the
products and/or services you sell (up to 100 words):
CareerBuilder.com is the nation’s largest online job site with more than 23
million unique visitors and over 1.5 million jobs. The company offers a vast
online and print network to help job seekers connect with employers.
CareerBuilder.com powers the career centers for more than 1100 partners that
reach national, local, industry and niche audiences. These include more than
188 newspapers and leading portals such as America Online and MSN. More than
250,000 employers, from virtually every vertical and representing every business
size, take advantage of CareerBuilder.com's easy job postings, 18 million-plus
resumes, Diversity Channel and more.
2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
See above
3. Provide a brief (up to 100 words) biography about the leader(s) of the nominated organization/department:
See above