The Brief
A European manufacturer of transformers and medium-voltage switchgear needed to recruit an Area Sales Manager for the French market. They had tried to fill the role using internal resources but found it difficult to locate individuals with the right blend of technical competence and commercial acumen. The position required someone who could quickly grasp the complexities of medium-voltage equipment, build trust with technical stakeholders, and drive sales in a highly competitive and relationship-driven market. With a number of strategic opportunities already in the pipeline, the client needed the hire to be completed quickly to maintain momentum with key prospects.
The Process
We worked closely with the Regional Director to gain a detailed understanding of the territory, the customer landscape, and the product portfolio’s unique selling points. Beyond the requirement for experience selling transformers, MV switchgear, or protection systems, the client needed someone who understood the nuances of selling into utilities and EPC contractors — including navigating procurement frameworks, technical approval processes, and multi-stakeholder negotiations.
Our approach began with targeted market mapping to identify professionals within France and bordering regions who had both the technical grounding and the resilience to manage complex, long-cycle capital equipment sales. We conducted a focused headhunt, engaging candidates directly from relevant competitors, engineering consultancies, and specialist manufacturers. During our in-depth interviews, we assessed each candidate’s technical product knowledge, sales strategy, project management experience, and fluency in building high-level relationships across engineering, procurement, and operational teams.
We provided the client with a shortlist of pre-qualified candidates within days, complete with detailed interview notes, market feedback, and recommendations on competitive salary expectations in the French market.
The Result
The client appointed a technically strong sales professional with direct experience in medium-voltage equipment and an impressive history of working with major French utility providers and EPC contractors. The chosen candidate brought not only deep product expertise but also the ability to influence at both technical and commercial levels, ensuring they could quickly integrate into the business and begin converting opportunities already in the pipeline. The process — from initial briefing to signed offer — was completed in just two weeks, enabling the client to maintain sales momentum and strengthen their market position in France.
What the Client had to Say
“The team at Mase delivered exactly what we needed. They understood the local market, spoke our language, and found someone who’s already adding value.”
