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How to Handle Ads for Managerial Positions?

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Response to an Advertisement for a R&D Manager

SENIOR R&D MANAGER

Highly technical Ohio firm is looking for a senior manager of chemical research. Should have 10 to 15 years of experience managing process and development chemistry in a research lab.

Must have strong management background and excellent communications skills. Compensation is commensurate with experience. Outstanding fringe benefits. If you are interested in this position, please submit your resume and salary history in confidence to....

This advertisement has three stated requirements: (1) 10 to 15 years of experience managing process and development chemistry in a research lab; (2) a strong management background; and (3) excellent communications skills.



Through TTP techniques, let's assume that you have learned the following additional information: the position reports to the vice president of research and development, who feels that good R&D chemists publish. He is proud of the recognition given to members of his division, who received several patents as well as awards from organizations. You have also learned that communication is a major part of the job. In the past top management has been suspicious of research programs. Every program has had to be thoroughly written up and sold through a formal presentation by the senior R&D manager.

The response to this ad should be written exactly like your sales letter, starting with an attention getter and ending with a call to action.

Here is a sample letter:   

As product research manager in a rapidly growing company, my success rate for new product development is 57%. This is better than twice the success rate of five other product research managers in my company.

I am writing in response to your advertisement for a senior manager chemical research. I meet all your stated requirements.

10 to 15 years of experience managing process and development chemistry in a research lab.

In 14 years of managing both process and developmental chemistry, I have:
  • Directed the development of 37 new products and 17 processes that resulted in $250 million in sales potential.
  • Managed development of the "physical fitness pill," judged one of the top 100 inventions of the year 1988 by Industrial Research Magazine.
  • Been awarded 17 patents, with 5 patents pending. Strong managerial background
  • Led and directed research organizations from members to multi-disciplined groups totaling 27 chemical engineers, research scientists, and medical technicians.
  • Headed the new products division of the Xero Company. Responsible for staffing, planning, budgeting, and scheduling as well as technical output and supervision of 18 chemical engineers, including 7 Ph.D.s. Excellent communications skills
  • Authored 12 papers published in technical journals in 4 countries.
  • Gave 14 technical presentations to such organizations as the American Chemical Society and the International Society of Developmental Chemists.
  • Over a 14-year period, made 71 presentations on results and proposals to customers, potential customers, and top management. Have an 81% rate of proposal acceptance.
I have a BS and MS in chemical engineering from New York University.

I would be happy to discuss further details of my experience in a personal interview.

Now you are probably thinking that this candidate is uniquely, incredibly, suited to the job. After all, look at the statistics; 57% success rate, 1250 million in sales potential, 71 presentations. But stop and think a minute. Have you ever sat down and worked out your own success rate? How many total dollars in sales potential have you been responsible for? If your job requires presentations, how many have you made during your career? The answers to these questions may surprise you. They represent the kinds of accomplishments you should develop and include in your resume for ready reference.

Response to an Advertisement for a Manufacturing Manager

Manufacturing Manager

We are an expanding Los Angeles-based company in the energy industry. We manufacture a small volume of sophisticated electromechanical hardware for use in our service business and seek the right individual to run our manufacturing department. The manager we are seeking will have 15 to 20 years of manufacturing management experience and should possess undergraduate technical and graduate business degrees. Experience should include responsible positions in materials control, production control, and scheduling, in addition to at least one year of total manufacturing responsibility. Familiarity with electronics and electromechanical applications is essential.

This advertisement contains five straightforward requirements: (1) 15 to 20 years of manufacturing management experience: (2) undergraduate technical and graduate business degrees; (3) responsible positions in materials control, production control, and scheduling; (4) at least one year of total manufacturing responsibility; and (5) familiarity with electronics and electromechanical applications.

Also important to the executive job hunter is the information contained in the first three lines: "We manufacture a small volume of sophisticated electromechanical hardware." If you have manufacturing experience with small-volume, sophisticated electromechanical equipment, emphasize this fact. If not, say nothing.

If you do not meet all the requirements, should you still answer the ad? Definitely yes. Many times PEs overstate their requirements because they lack knowledge of the potential employees that are available, because they have an idealized view of what it takes to be a success in the job, or because they believe that overstating requirements will get them the best responses. Frequently the individual who is hired does not meet all the stated requirements of the ad. So if you feel you are qualified for a job even though you do not meet every requirement, you should respond. Of course, do not state that you meet all the requirements in your letter (But don't say that you do not meet them either).

Let's say that Hank wants to apply for the job of manufacturing manager described above. Hank graduated with a BS in electrical engineering from the University of Florida in 1974. His first job was as a design engineer in a large aerospace company. After two years he transferred to manufacturing and was put in charge of materials control.

He directed a number of projects concerned with low-volume, sophisticated electromechanical hardware. He was promoted twice in the next three years. By 1979, he was deputy electromechanical manufacturing manager.

During this time Hank started going to night school, and by mid-1979 he had finished all his course work except a thesis for his MBA.

Then recession struck the aerospace industry, and Hank was laid off. Within a few months Hank was working again, this time as production control manager for a small electronics company making high-volume electronic components. In 1986 Hank was promoted to manufacturing manager. A few years later he realized that for various political reasons he would not be promoted and began looking for a new job.

Now consider Hank's situation. He has almost 20 years of manufacturing management experience, three years in low-volume, sophisticated electromechanical hardware. He has a technical undergraduate degree and has completed his course work for an MBA. Hank has held responsible positions in materials control and production control, but has had little direct experience (other than as manufacturing manager) with scheduling. He has two years of total manufacturing responsibility    as well as a familiarity with electronics and electromechanical applications. Here is a letter Hank could have written in response to the previous ad:

As manufacturing manager for a company manufacturing electronic components, I direct all aspects of production, including materials control, production control, and scheduling. I cut production costs by 15 percent while increasing output by 22 percent.

I am writing in response to your advertisement for a manufacturing manager. Here are some of the highlights of my experience.

25 to 20 years of manufacturing management experience: I have 18 years of manufacturing management experience, ranging from a small company (Advanced Electronic Products Co., Inc.) to a major aerospace company (Douglas Aircraft Company). I have directed the production of small-volume, highly sophisticated electromechanical hardware for actuators, electronic sensing devices, and electronic components.

Undergraduate technical and graduate business degrees: I have a BS in electrical engineering from the University of Florida and all course work completed for an MBA from the University of California.
  • Responsible positions in materials control, production control, and scheduling
  • Responsible for materials control in the manufacture of low-volume, highly sophisticated electromechanical hardware. Saved my company more than 12 million over a three-year period. Promoted twice in three years. Was deputy electromechanical manufacturing manager at age 26.
  • Headed production control for a small firm. Reorganized production control department. Developed a sequence of scheduling and manufacturing that saved the company $50,000 per year in manufacturing costs with developed products and $25,000 per year with products developed after the sequence was implemented.
  • Promoted to manufacturing manager at age 31 on retirement of former manufacturing manager.
At least one year of total manufacturing responsibility
  • Total manufacturing responsibility for 2 1/2 years.
  • Responsible for all functions of manufacturing operation, including production control, inventory control, materials control, scheduling, maintaining quality.
Familiarity with electronics and electromechanical application
  • 12 years of experience in electronics-related industries.
  • 10 years of experience in electromechanical hardware and electronic component manufacturing management.
  • 2 years of experience in the design of electromechanical hardware and subsystems.
As I am currently employed as a manufacturing manager, please keep this information confidential. I will, of course, be happy to meet with you to discuss further details of my experience.
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