The Brief
A global industrial automation manufacturer required a Sales Engineer and Channel Manager to support growth across the Italian market. The business had been attempting to fill the role for several months but struggled to attract candidates with the confidence and experience to both develop new distributor relationships and support existing channel partners. Operating in a highly competitive market, the client needed a commercially capable individual with strong technical understanding and the ability to represent the brand effectively at partner and customer level.
The Process
We carried out detailed market mapping across Italy, identifying professionals already selling engineered automation and control solutions through distributors, system integrators, and partner networks. As most suitable candidates were not actively looking for a new role, we led a discreet and targeted headhunting campaign, carefully positioning the opportunity to engage passive talent.
Each candidate was assessed on technical knowledge, channel management experience, and their ability to balance hands on sales activity with long term partner development. We also evaluated their understanding of the Italian distributor landscape and their capability to build sustainable growth plans.
The Result
The client successfully appointed a Sales Engineer and Channel Manager with established distributor relationships and a clear strategy for expanding channel coverage across Italy. Within the first quarter, the successful candidate strengthened existing partnerships, onboarded new distributors, and generated a strong pipeline of new opportunities, providing the client with a solid foundation for continued growth in the region.
