How to Conduct a Job Search Using a Sales Approach

70% of active job seekers find their next position through connections in their professional network. However, most people actively searching for new opportunities spend 70% of their time talking to recruiters and combing job posts instead of networking.


When actively searching for a job, the best way to approach networking is to think like you’re in sales: The product you’re selling is yourself; your target customer is your next employer.


Keep reading for the “sales” strategy we share with active job seekers to help them execute a more effective job search.



Create Your Sales Plan

The best job searches we’ve seen always start with a clear plan. If you’re currently looking for a job, answer these questions:


What am I selling?

Like any successful company, when you search for a job, you need a product or service customers will pay money for. These services are the skills you can offer to your potential new employer.


What value can you provide, and what problem will you solve for your new employer? Build your sales pitch around those skills.


Who am I selling to?

Once you identify the value that you can provide or problems you can solve, determine who faces these problems or needs your skills. Not every company will be a potential buyer of your services, so be specific about what industries fit your profile and the companies within those industries. Then build a targeted list based on those organizations.



Craft Your Sales Pitch

With your sales plan in place, you can hone your sales pitch to potential targets. Make sure to be specific. You won’t receive referrals from your network if your network doesn’t understand what you do.


When we ask candidates where they can add value, many respond that their understanding of business and their leadership and communication skills enable them to solve business problems. While this may be true, this pitch isn’t informative or unique.


When you search for a job, opt for a more detailed pitch like, “I help companies looking to expand internationally and set up new distribution channels in the hard goods space through my 20 years of experience working with global companies.” This pitch is specific and easy to understand. With the right target, it’s more likely to resonate.



Get Out There & Sell

Now it’s time to get out there and start selling yourself. Here’s what you should keep in mind.


Stay focused.

The company list you came up with while building your sales plan will be the driving force behind your sales efforts. Make sure to stick to your list, and add to it as you continue to build your network during your job search.


Target buyers.

Target the people who will “buy your services” (i.e. hire you) or the influencers who will connect you with the buyers.


Success starts by networking with the right person in the companies you target. For example, a candidate for a CFO position shouldn’t turn to the Controller in a target company. He or she should network with the CEO/President (buyer of services) or the VP of HR (influencer) for a better chance of turning the conversation into a worthwhile referral or opportunity.


Leverage your existing network.

During a job search, don’t forget about your existing network when you’re out there selling!


Think about the professionals you work with who can connect you to the buyers and influencers at your target companies. They likely have ideas for similar organizations you should consider as well.


Your existing network is made up of former colleagues, people you went to school with, and even professional service providers. A CFO, for instance, should talk to his or her accountants, lawyers and bankers to find out who else to reach out to.


The people you already do business with will be more than happy to help you out. All you have to do is ask.



Set Sales Goals & Adjust Expectations

The primary goal of your search for a job is to land a great position with an organization you’re excited to join. However, incremental goals can help you build momentum and keep your job search moving forward.


Successful salespeople constantly log activity to track the progress they make between closing deals. Setting an incremental goal of at least 5 meetings/conversations per week, for example, is an achievable and manageable goal that will keep you motivated and help you avoid frustration during your job search.


Many professionals entering the market are often frustrated by the response rate to their requests to network, but don’t get discouraged. Batting .300 in Major


League Baseball will get you into the Hall of Fame, so if you’re receiving a 30% response rate or higher, you’re doing great!



Always Bet On You


Remember to be realistic about your job search. Would you hire someone without the right skills and required experience? Probably not, and most hiring managers aren’t any different.


Organizations are sometimes willing to hire outside of the scope of a role if they’re familiar with and impressed by the candidate. However, they usually won’t hire an unproven candidate who doesn’t meet their ideal candidate profile.


But don’t let that stop you from working towards the role, company or industry you are most interested in. As an outsider, you may need to start somewhere else in the new organization first. Leverage your past experience to get your foot in the door before making a move once you’ve proven yourself.


For example, imagine you’re a CFO who just got passed up for the CEO role at your company. You might decide to explore new opportunities outside of your current organization. Making the leap from CFO to CEO at a new company may be difficult, but if you target CFO roles at companies whose CEOs are nearing retirement, your path to CEO may be easier.


Always bet on yourself to succeed, and put yourself in the best possible situation to win that bet.


Ultimately, all you need is one great job. Make sure to focus on what you’re really capable of and what you really want from your next position, and have fun with your job search!


Bonus: What You Shouldn’t Worry About When Job Searching

Your resume doesn’t get you a job, it gets you an interview. Don’t spend too much time reworking your resume during your job search; instead, invest your time in networking using the strategies we outlined above.


But here’s what you SHOULD pay attention to when it comes to your resume:


Concise but impactful content: Highlight your accomplishments rather than your responsibilities.


Clear and coherent formatting: Clearly state the companies you worked for and what they do, as some reviewers may not be familiar with them and the roles you held.


Proofread proofread proofread!: Don’t have an eye for detail? Find someone who does so any grammar errors, spelling mistakes or other typos won’t go unchecked.

By Effie Zimmerman April 20, 2026
Corporate Controller ABOUT THE COMPANY With roots going back to the 1960’s, Forest City Trading Group (FCTG), may have started as a small lumber yard run by two immigrant brothers, but has since grown into North America’s largest wholesale lumber product distributor. FCTG facilitates the distribution of products across 6 continents through our network of 12 operating companies and over 750 employees. The company’s impact is far-reaching, especially when considering that one in every ten houses today is built using products sourced and sold by our operating companies. As proponents of forest sustainability, FCTG actively supports suppliers who use sustainable forest management practices that promote forest sustainability and result in long-term environmental, social, and economic benefits. POSITION SUMMARY Reporting directly to the Chief Financial Officer (CFO), the Corporate Controller is a senior finance leader and trusted business partner to the CFO and management team. This role owns the integrity of the Company's accounting, reporting, and control environment while advancing the finance function through improved processes, disciplined decision-making, and effective deployment of technology. This is a hands-on leadership role. The Controller will operate in the details with responsibility for managing the full accounting cycle for corporate and operating companies, commodity position accounting, physical and financial settlement, and daily treasury operations—while building a scalable, high-performing finance organization. The role also operates in a matrixed environment, requiring strong influence skills to align and uplevel financial operations across Operating Companies, and partners closely with the trading desk, risk management, operations, legal, and external auditors. CORE RESPONSIBILITIES Leadership & Culture Build, lead, and develop a high-performing corporate accounting and finance team Foster a positive, accountable culture at corporate and Operating Company levels Hire, develop, and retain talented accounting, treasury, and shared services professionals Serve as a stabilizing force during system change, organizational growth, or market volatility Assess subsidiary finance capabilities; develop structured plans to up-level talent, processes, and controls Business Partnership & Cross-Functional Influence Serve as a key finance partner to the CFO, Operating Company Controllers, and operations leadership Lead through influence in a matrixed environment—aligning subsidiary Controllers around corporate standards without relying on direct authority Translate financial information into clear, actionable insights for corporate and subsidiary audiences Collaborate with the trading desk to ensure accounting treatment aligns with economic reality and business intent Technical & Functional Oversight Financial reporting and accounting, including trader compensation, commodity futures, and mark-to-market accounting Daily treasury operations and internal cash/collateral management Tax coordination and oversight, including pass-through partnership structures Budgeting, forecasting, and financial planning Internal controls, risk management, and policy oversight Foreign exchange and cross-currency hedging for international procurement and sales Shared services leadership: expense approvals, vendor setup, purchase order controls, and finance policies Decision Support & Systems Apply cost-benefit and ROI thinking to financial and operational decisions Drive automation of routine reporting workflows to free capacity for higher-value analysis Lead ERP implementation and optimization; evaluate best-practice accounting policies as the business evolves Subsidiary Finance Uplift Establish a structured approach to evaluating financial maturity across Operating Companies Develop and maintain a corporate finance playbook that subsidiary Controllers can adopt and execute Provide hands-on coaching and technical guidance to Operating Company finance teams Drive consistent consolidation standards, intercompany accounting, and reporting cadences across subsidiaries Identify and escalate risks in subsidiary financial operations before they affect corporate reporting integrity KEY ATTRIBUTES Trusted Leader & Business Partner: Close thought partner to the CFO; credible with Operating Company Controllers, traders, and senior management. Leads with integrity, sound judgment, and practical business sense. Relationship Builder & Matrix Navigator: Builds trust-based relationships across corporate and subsidiary teams. Leads through influence rather than direct authority in a matrixed environment. Subsidiary Uplift Leader: Assesses and elevates Operating Company finance capabilities through coaching, playbooks, and structured engagement—raising the bar on controls, talent, and reporting quality. Hands-On & Detail Oriented: Ensures accuracy and follow-through across all finance processes. Process & Technology Focused: Continuously seeks better ways to operate. Leverages ERP and other tools to improve efficiency and data quality; leads system implementation and optimization. Positive, Accountable Leader: Creates a high-accountability finance culture at both corporate and subsidiary levels. Leads by example and develops strong teams. IDEAL CANDIDATE PROFILE Leadership Track Record: Demonstrated ability to build high-performing finance teams Matrix Leadership: Proven success influencing and driving change without direct authority over Operating Company teams Relationship Builder: Naturally builds trust across organizational levels—someone subsidiaries want to partner with, not just report to Strategic and Tactical Range: Operates at a senior level strategically and at the transactional level when the business requires it Technology Proficiency: Demonstrated curiosity and initiative in experimenting with and adopting emerging technologies (including AI) to enhance financial reporting, forecasting, and process efficiency Change Leadership: Comfortable reassessing processes and building scalable financial infrastructure from a hands-on starting point Integrity & Judgment: High personal integrity and sound judgment in ambiguous, fast-moving environments Interested in Learning More? 180one has been retained by Forest City Trading Group to manage this search. If interested in learning more about the opportunity, please contact Tom Haley / 503.334.1350/ tom@180one.com
By Greg Togni April 6, 2026
When the Masters Tournament tees off at Augusta National on Thursday, April 9, much of the world will tune in not just for golf, but for something increasingly rare: consistency. In an era where nearly everything feels in flux, the Masters remains almost stubbornly familiar. And that’s precisely why it continues to grow. For companies navigating change, the Masters offers a compelling lesson. Tradition and innovation are often framed as opposing forces. At Augusta, they coexist, deliberately, carefully, and profitably. Few events guard tradition as fiercely as the Masters. Patrons still buy pimento cheese sandwiches for $1.50 and walk not run when the gates open. Cell phones are prohibited on the grounds. There are no sprawling sponsor tents, no commercial signage lining the fairways, and no blaring music between shots. Even the language is intentional. Attendees aren’t fans, they’re patrons. Employees aren’t staff, they’re members. Winners don’t hoist trophies in front of LED boards; they slip on a green jacket in Butler Cabin. These aren’t gimmicks. They’re signals. What’s often missed is that the Masters is far from static. Behind the scenes, Augusta National has invested heavily in innovation, just not where it would disrupt the experience. The tournament has become a leader in sports broadcasting, offering one of the most advanced digital viewing experiences in the world. Streaming options give fans unprecedented control over featured groups, individual holes, and real-time scoring. The Masters app is consistently ranked among the best in sports, blending tradition-heavy visuals with cutting-edge technology. International distribution has expanded dramatically, growing global viewership without altering the on-site product. Sponsorship revenue has increased through exclusivity and scarcity rather than volume, fewer partners, and deeper relationships. Augusta didn’t innovate by changing what made the Masters special. It innovated by protecting the experience while modernizing access to it. Perhaps the Masters’ most underrated capability is restraint. There are no naming rights. No halftime-style spectacles. No social media gimmicks plastered across Amen Corner. Augusta National has repeatedly said no to revenue opportunities that would dilute the brand, even as demand continues to grow. Many companies struggle not because they fail to innovate, but because they innovate indiscriminately. They abandon what made them successful in pursuit of what feels new. The Masters shows that enduring brands don’t confuse change with progress. For executives, boards, and investors, the takeaway is clear: preserving tradition and driving innovation are not mutually exclusive goals. The strongest organizations do both simultaneously, anchoring themselves in what they believe while adapting how they operate. As the green jackets come out this April, the Masters will once again remind us that progress doesn’t always look loud. Sometimes, it looks like a familiar sandwich, a quiet fairway, and a product that evolves just enough to stay timeless.
By Effie Zimmerman March 31, 2026
Corporate Counsel ABOUT THE COMPANY With roots dating back to 1938, The Papé Group is the West’s leading supplier of capital equipment solutions. Today, Papé operates across nine states with over 4,000 team members, proudly representing premier brands including John Deere, Kenworth, Hyster, Ditch Witch, and more. What sets Papé apart is its commitment to long-term relationships, both with customers and employees. As a fourth-generation, family-led business, Papé believes in the value of a handshake, the importance of service, and the impact of leadership that stays close to the work. ABOUT THE POSITION Reporting directly to the Chief Legal Officer (CLO), the Corporate Counsel will provide legal support for the company’s commercial operations, with a primary focus on drafting, reviewing, and negotiating customer agreements related to the sale, rental, lease, service, and maintenance of equipment. This role works closely with sales, operations, service, and finance teams to ensure that commercial transactions align with company policies, mitigate legal risk, and support business objectives. The position requires strong contract negotiation skills, practical business judgment, and the ability to operate in a fast-paced environment while managing multiple priorities. Essential Duties and Responsibilities Commercial Contracting Draft, review, and negotiate a wide range of customer-facing commercial agreements including equipment sales, rental and lease, service and maintenance, master service agreements, statements of work, and customer terms and conditions. Provide practical legal guidance on contract structure, risk allocation, and commercial terms. Ensure agreements comply with applicable laws, company policies, and risk tolerance. Business Partnership Collaborate with sales, operations, service, and finance teams to facilitate efficient deal execution. Provide legal support during contract negotiations with customers and commercial partners. Advise internal stakeholders on legal and contractual risks and propose business-oriented solutions. Contract Management & Process Improvement Develop and maintain contract templates and playbooks to streamline negotiations. Identify opportunities to improve contracting processes and reduce cycle time. Assist in the implementation and oversight of contract management systems. Risk Management & Compliance Identify legal and operational risks in commercial agreements and recommend mitigation strategies. Ensure proper documentation of negotiated terms and approvals. Stay current on relevant legal developments affecting commercial transactions and equipment-related industries. Additional Legal Support Assist the CLO with other corporate, compliance, and commercial legal matters as needed. Support dispute-resolution efforts related to customer contracts as needed. Qualifications Juris Doctor (JD) from an accredited law school Active license to practice law in at least one U.S. jurisdiction within the company’s footprint 5+ years of legal experience in commercial contracting, preferably in-house or at a law firm, supporting commercial transactions Experience supporting sales or commercial teams in a business environment Preference for experience drafting, reviewing, and negotiating customer agreements involving sales of goods and equipment, equipment rental and leasing arrangements, service and maintenance agreements Preference for familiarity with UCC Article 2 and commercial equipment transactions Preference for experience implementing or working with contract lifecycle management (CLM) systems Skills & Competencies Strong contract drafting and negotiation skills Ability to balance legal risk with business objectives Excellent written and verbal communication skills Strong attention to detail and organizational skills Ability to manage multiple matters simultaneously in a fast-paced environment Collaborative mindset with strong business partnership capabilities Interested in Learning More? 180one is an executive search firm and is assisting Papé Group in this search. If interested in learning more about the opportunity, please contact Lisa Heffernan / 971.256.3076/ lisa@180one.com .
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