The Brief
We were contacted by a speciality chemicals manufacturer needing a Sales Manager for the DACH region. Their internal recruitment efforts had failed to attract candidates with the specialist knowledge required to sell niche formulations used in coatings, adhesives, and sealants. The role was pivotal to reversing stagnating sales in a key territory and required someone who could combine deep product knowledge with a strong commercial mindset. Having exhausted conventional recruitment channels without success, the client sought our support for a more targeted and proactive approach.
The Process
We began with a detailed discussion with the Commercial Director to fully understand the scope of the role, the challenges in the market, and the expectations for the incoming hire. The position required a strong technical understanding of speciality additives, coupled with proven experience selling to both distributors and direct OEMs across the coatings, adhesives, and sealants sectors.
Our search strategy centred on identifying individuals already selling into industrial coatings and advanced materials markets. We prioritised candidates who held chemistry or chemical engineering qualifications and who had the ability to lead complex formulation discussions with R&D teams, as well as negotiate effectively with procurement. This involved mapping the competitive landscape, engaging with passive talent through targeted headhunting, and leveraging our industry network to reach high-calibre professionals unlikely to respond to standard job advertisements.
We presented a shortlist of four highly relevant professionals, each with directly transferable technical expertise and proven commercial results. All shortlisted candidates were interviewed by the client’s commercial team to assess their market knowledge, relationship-building approach, and ability to represent the brand in a technical sales environment.
The Result
Following our shortlist submission, the client invited their preferred candidates to final-stage interviews, which included a behavioural assessment to confirm alignment with the company’s culture and working style. The successful hire was a commercially astute individual with a strong technical foundation and a demonstrable history of growing sales in the DACH region. Their background in speciality additives and ability to communicate effectively with both technical and commercial stakeholders meant they could integrate quickly and begin delivering results. The recruitment process, from initial briefing to signed offer, was completed within four weeks, enabling the client to address the sales stagnation without further delays.
What the Client had to Say
“We’d spent months going in circles. Mase quickly understood the technical brief and delivered exactly what we were missing – credible, qualified candidates who could make an impact.”
