Luciana Bengardino

Luciana is currently in charge of Hays Executive in Chile.

I studied human resources in Argentina thinking that I was going to work as a human resources manager. When I moved to Chile, by chance, I started to work at a global recruitment firm, and I remember I started to work in a 360 role without that much competition in the industry – back then there were very few multinational recruitment firms and the local competition was also very scarce. Because of this I had the chance to develop into a 360 role with very little competition and it was a bit easier to develop new markets and make a name for yourself back then. I was able to develop the logistics market and was considered a pioneer in that sense, and was able to position myself in the market as a reference in that sector.

A few months into the role I started to notice that I liked the commercial aspect, although I was very quiet and shy. My boss back then said to me one day that if I didn’t start selling soon there would be consequences, so after several weeks of working extremely hard and meeting with many different clients, I remember that after meeting with a certain logistics company, I left that meeting with 17 positions and that gave me the confidence I needed to continue.

A few years later there was a boom in recruitment firms thanks to the healthy economy of the Chilean market and the competition started to get fierce. That is when I started to realize that keeping a high volume in interviews and meetings and growing your network is the main thing that keeps your business going strong.

A few tips that I have learned throughout the years and would like to share are:

1. Trust your instincts – in this business there will always be highs and lows, your gut instinct will help you deal with clients and difficult situations.
2. Maintain your confidence when times get tough, be certain that hard work always pays off.
3. Have a real passion in whatever it is that you do and you will be successful.

What challenges will you be facing this next year? I want to reinforce our brand and make HAYS Executive the first option for Executive Search in the market, and at the same time build and develop a team that will continue to mature our division and enhance our reputation.

I would also love to transfer my knowledge and experience to the rest of the company, and become an inspirational leader who people can turn to for advice and support. My drivers are Transparency, Passion and Excellence - they help me focus and serve as a guide for everything that I do.

Under Luciana´s leadership, HAYS Executive has grown to be one of the most profitable divisions in HAYS Chile. HAYS Executive currently helps organizations select and hire the talent they need to execute their strategy.

Luciana brings hands-on experience to her current position as a Divisional Director, having worked in the recruitment industry for a total of 10 years, in a variety of positions ranging from Consultant to Director in several scopes and industries.

Pablo Cerón

Pablo is responsible for Life Sciences and IT team across Chile.

Tips on being a successful recruiter

I started my career at Hays in Santiago-Chile in May 2017 as an Associate Consultant. After two and a half years, I am Team Manager 2 specialties in Chile - Life Sciences and IT. During all this time, I have had the possibility to meet great people, learning a lot from them, listening their way of working, recruiting and leading work teams. In addition, all this time I have recruited profiles of the health area and since this month (November), I have the opportunity to lead the IT area, which is a very important step in my career, because I think it’s an area with a big potential to develop and leading more people.

I will give some advises that you would like to know if you are thinking to start a career as a recruiter:

1. Be an expert
If you become an expert in your market or specialism, it would be much easier for you to understand you candidates and clients needs, thus you will be able to help them. To find out if you are a real expert in your market, try to answer these questions:
• Who are the main companies in my market? In Pharma we have: Grunenthal, Axon Pharma, Novartis, Pfizer, Roche, Sanofi, Fresenius Kabi and for the other hand in Medical Device we have companies like Siemens Healthineers, Medtronic, Ortho Clinical Diagnostic, Stryker, Drager.
• What are the challenges that these companies are facing today? In Pharma, we have some companies that works with the intern team to recruit people and they don’t use extern services, in other cases they works with lids with a duration of 2 years. In Medical Devices the market in Chile is very small because a lot of multinational companies works by distributors, so this kind of company are family companies and their structure is very small and they don’t have enough budget, clearly we have some exceptions.
• What challenges these companies will be facing during the next year? We are hoping to participate in the bids to attack them and also with the actual situation in Chile maybe we will change some laws, so the companies now are very frozen budget and they are waiting some solutions to do some changes and contract new people.
• What are the profiles that these companies will need to beat their targets? In Pharma, the main positions: Product Mangers (specialties), District Manager, Business Unit Manager, Sales Representative and some positions of Regulatory Affairs and Quality Assurance. In Medical Devices, they are hiring positions like Product Specialist, Sales Representative, Specialist Application, Marketing Manager and Sales Manager.

2. Know your candidates
During my experience in Hays, I have started a new business from the beginning, when i started I didn’t know anything about the market (Clients/Candidates), so my strategic was interview a lot of candidates to learn about the market. After that, it's very important to visit all the costumers and you can talk the same language with them, make a good work, find the correct people and then you have the loyal customer.

3. Have fun!
It is important to meet your candidates, make buckets to convert in expert of the industry and then you offer to your costumer a very good service and experience and also some candidates can be a future client, you also can find a future candidate in a client. To be success it’s very important be near to the candidates and generate a lot confidence, because they are very important to develop of the business.

Ricardo Reyes

Ricardo is Manager at Hays México.

Ainda me lembro do dia 5 de janeiro de 2015, estava animado para o meu primeiro dia de trabalho e para um novo desafio, mas sem a menor ideia de que eu estava prestes a mudar a vida de mais de 100 pessoas durante os próximos 3 anos que eu completaria na empresa. O fato de eu saber que diariamente tenho a oportunidade de ajudar alguém a encontrar um novo desafio profissional, que o leva a alcançar seus objetivos pessoais e profissionais, é o que me motiva a continuar com esse projeto chamado Hays.

Eu gosto de interagir com as pessoas, talvez por isso sempre gostei de participar das atividades extracurriculares durante a escola e meu primeiro trabalho foi ajudar pacientes com aparelhos cardíacos. Hoje eu tenho a mesma possibilidade de interagir com muitas pessoas (clientes e candidatos) todos os dias, de quem eu sempre aprendo e tenho a oportunidade de ajudá-los em diferentes aspectos; Além do conhecimento, aprendi sobre novos dispositivos médicos no mercado. 

André Ferragut

André is responsible for Engineering, Supply Chain, IT & Life Sciences team across São Paulo office. Tips on being a successful recruiter 

After four years of a technical career in Engineering and Supply Chain, recruitment became my new passion in 2011 – and ever since HAYS supported me in each challenge I´ve faced during almost Seven years in the company. 

From learning the basics about candidate´s interviews to implementing commercial strategy to my daily routine, my goal as a newcomer to the recruitment business was to become the consultant with the largest candidate database in the country, focused on developing relationships across the engineering market. A full fiscal year later and 817 candidate interviews after that, I was the consultant in Brazil with the largest number of interviews. 

The growth to Senior Consultant happened during my third fiscal year in the company, when I was also the second top biller in all Brazil´s operations – an excellent recognition for all the hard work and positive attitude that have always been my two primary focuses.

Later on, during my first year managing a trainee consultant in Campinas, I was invited in 2015 to a leadership position in the largest office in Brazil – a big step in terms of joining a highly competitive and dynamic market. Ever since, 
I´ve been the Manager of Engineering and Supply Chain expertises in São Paulo, growing our team with excellent results in terms of profitability and reputation. 

Here are my 5 Tips on being a successful recruiter: 

1) Activity drives Productivity: This must be every recruiter´s mantra during the good months and the bad ones. Recruitment is a cyclic business, and we have to find self-motivation to keep trying harder and pushing our limits even when things don´t go exactly as we expected. 

2) Everything is connected: Your relationship with every candidate can be the most genuine form of commercial activity – you just have to know how to show that both parties can benefit from the trusting relationship started in the interview room. 

3) Self Awareness is the Key: Knowing what you do best and also what you like the most about our business is the first step of investing your time accordingly. When you achieve great results with the activities you´re better at, longevity is a natural consequence. 

4) Be truly open to reinventing yourself: The best recruiters I´ve known constantly innovate their way on doing things based on listening to others. Working in an open space is the best way of learning best practices and it´s only up to you to start absorbing all the information that happens around your desk. 
 

 

Fernanda Siqueira

Fernanda is responsible for Hays Executive Brasil & LATAM.

Tips on being a successful recruiter. 

To be a successful recruiter, we need first to have a lot of resilience and focus on pursuing our targets. I've been working at Hays for 11 years, since the startup and I have always understood why there are KPIs. This improves our performance and also our way of organizing. The word resilience was the primer I learned and then I understood its real meaning. As we act with people, we need to be prepared for what can happen and for the dynamism that takes place. 

On the other hand, over the time I also understood that there is a way to minimize some risks and deal with changing situations. 

Another pillar that has always been important in my career was getting to know the market, interviewing good candidates and also doing business on a constant basis. Once I understood that everything is connected, it made it much easier for me and for my work and left me able to make more strategic positions. Interviews help us meet bright people, amazing stories and also identify multiple market leads. Already the commercial activity enables us to understand the diverse cultures, decision makers and also the market can know about Hays. 

Finally, focus and efficiency in execution helps us to balance activities and achieve financial targets. 

 

Silvia Carrillo

Silvia is a Consultant recruiting for Sales & Marketing roles.

Why I love recruiting in Sales & Marketing 

My story at Hays began less than two years ago, when I received the call confirming that I had been selected as an Associate Consultant for Sales & Marketing specialism, for FMCG and Retail industries.

When I started at Hays I did not have much knowledge of recruitment in this specialty, however as time passed and I was getting to know the market, and at the same time, I was becoming more and more passionate about my work and to get to know more experts in these industries.

Recruiting specifically for FMCG and retail sectors, is incredible, because we are in contact with them every day. It's impossible to spend a day without being in contact with the work of marketing experts, because they are present in all places and media (television, radio, internet, billboards, among others). For me is very interesting to go to a supermarket and know the stories of the products, know what was the strategy developed to generate the need in consumers to buy this products.

I love recruiting profiles for S&M, because they are key on making any company successful, without them, a product or service could not be in the lives of consumers. All companies have sales and marketing departments to generate the maximum amount of money and continue to survive in today's competitive and changing market.

I feel very proud of being capable of changing the lives of people and also companies, to be the person who brings to these companies the best talents, which are undoubtedly key to their growth and sustainability.

Sonia Jaramillo

Sonia is Manager for Engineering, Supply Chains & constructions roles.

How to be a top biller, Managing a team and your own business

I started my career at HAYS in December 2012; when the arrival of HAYS in Colombia was news throughout the country and especially for those of us who were competitors, (my case); since I worked as a Senior Consultant in another Recruitment company. One day I received the call from the person who at that time was the MD of Colombia; who invited me to an interview. This generated me a great expectation and I attended without being sure to make the change; but I did not want to miss the opportunity to meet the great player who had arrived in Colombia. That first encounter with HAYS changed my perspective of Recruitment, because from the first interview I understood the importance that they gave to the candidate and I could see the great challenge that was coming and how big this could be and I said: "I have to be part of this!" So; I went through all the interview phases and joined this company almost from the beginning. I started alone to launch a new unit called Engineering, which is currently composed of 10 people including me and 4 sub divisions, (Manufacturing & Operations, Supply Chain & Logistics, Construction & Property and Industrial Sales). I started as a Senior Consultant; I have had 2 promotions, being today Manager and soon Senior Manager. What led me to be successful?

1. Emotional intelligence / ability to read the other: For me the key to recruitment is to really understand what the other wants (internal or external client) and find how to satisfactorily fill that need. I think it has happened to many of us that we believe we have the best candidate; but the reality is that the best candidate for my client may be another, so you have to know how to read very well the person who is on the other side. That is why knowing how to listen to the other, is key to success. Also interpret all the signals of the environment.

2. Communication and monitoring: Transparent and clear communication with both; clients and candidates. Keeping track of both sides throughout the process results and its closure. Having feedback and being in constant communication with your client, that makes them trust you, let them know that you are interested and working based on their needs. Having a good relationship and communication with your candidate means that they will always prefer you as a brand and also be loyal to you, this way they will prefer to participate in your jobs and not with competitors. This gives you what we call: Process control!

3. Structure: When you work in recruitment; the quality of your work and be organized is fundamental. For this you need to follow a clear process that has stages and times that you must comply with discipline. This allows you not to omit details and have the entire record at your command.