The Brief
We were engaged by a UK-based manufacturer of precision components for the aerospace sector to recruit a Sales Manager. The company had previously used a generalist agency but found the candidates put forward lacked the industry-specific knowledge required for success in an AS9100-regulated environment. Many struggled to demonstrate experience with long-cycle project sales or the ability to navigate the complex supply chains common in aerospace manufacturing. With several key accounts entering a renewal phase and new opportunities on the horizon, the business needed a technically credible commercial lead in place quickly to protect and grow existing relationships.
The Process
We began with a detailed call with the Managing Director to fully understand the scope of the role and the expectations for the incoming hire. The brief highlighted the need for someone confident selling into airframe manufacturers and major aerospace suppliers. Direct product knowledge in actuators, machined parts, and assemblies was essential, along with the ability to work closely with engineering teams to influence technical specifications.
Our search strategy targeted sales professionals who had managed major aerospace OEM accounts and who were experienced in regulated manufacturing environments. We focused on individuals with an in-depth understanding of AS9100 compliance, traceability requirements, and the certifications demanded in the sector. Experience handling multi-year contracts and navigating complex approval processes was also a priority.
We engaged candidates directly from within the aerospace supply chain, leveraging our network to reach those already managing relationships with airframe manufacturers and large subcontractors. Each candidate was evaluated on their technical product understanding, ability to interpret customer requirements, and track record of building long-term partnerships. We presented a shortlist of three commercially capable professionals, all with proven experience influencing technical specifications and delivering value over extended sales cycles.
The Result
The client appointed a Sales Manager with a wealth of experience across both fixed-wing and rotary programmes. This individual brought a strong blend of commercial skill and technical knowledge, having successfully grown accounts with several leading aerospace manufacturers. Their ability to engage with customers at both technical and commercial levels meant they could make an immediate impact, securing continuity on renewal contracts while identifying fresh opportunities for growth. The recruitment process, from briefing to offer acceptance, was completed in just three weeks, ensuring there was no gap in account coverage during the renewal period.
What the Client had to Say
“Mase didn’t waste our time with generic profiles. Every CV was relevant, and the person we hired has already made an impact with our biggest customer.”
