Mémoire-projet

Abstract

In a context of sustained international growth, Fallprotec S.A., a recognized leader in height safety systems, aims to strengthen its development by recruiting the most suitable sales profiles. This thesis analyses the strategic challenges of recruitment in a highly technical and competitive industry, where commercial performance relies on a subtle balance between technical skills, corporate culture, and strategic vision. Drawing on a practical immersion within the company, this study highlights the current limitations of Fallprotec's recruitment process: lack of structure, insufficient formalization, and practices that fall short of supporting its international ambitions. In response, a rigorous methodology was applied to propose a realistic and operational action plan. The research combines an in-depth literature review of best HR practices with field analysis, integrating Fallprotec's organizational and cultural specificities. The result is a set of pragmatic recommendations: structuring the selection process, enhancing skills assessment, improving onboarding, and developing an attractive employer brand. This thesis demonstrates that recruitment is not a peripheral function, but a core lever of competitiveness. By optimizing its practices, Fallprotec can attract, integrate, and retain sales professionals capable of turning prospecting opportunities into sustainable growth. A critical challenge for a company aiming to establish itself as an international market leader, starting from Luxembourg.