The Brief
We were approached by a well-established chemical ingredients supplier to recruit a Technical Sales Account Manager to support their Danish customer base. The business worked closely with manufacturers across pharmaceuticals, life sciences, and speciality chemicals, supplying raw materials and ingredients into formulation-led environments.
Despite strong growth in the region, the client struggled to attract candidates who could combine scientific credibility with consultative sales capability. Previous applicants were either commercially driven without the technical depth to engage with R&D teams, or scientifically qualified with limited experience in customer-facing sales roles. With an established portfolio of customers to manage and new project opportunities emerging in Denmark, the business needed a technically confident sales professional who could build long-term relationships and support complex application discussions.
The Process
We worked closely with the European Sales Manager to define the scope of the role, which focused primarily on account management, with a smaller emphasis on new business development. The successful candidate needed a strong academic background in chemistry or life sciences, alongside the ability to communicate effectively with R&D Chemists, Product Development teams, Purchasing, and senior stakeholders.
Our search targeted candidates from chemical distribution, ingredients suppliers, and technical sales environments across Denmark and neighbouring regions. We also considered scientifically qualified professionals with early commercial experience who were motivated to build a long-term career in technical sales. Each candidate was assessed on their scientific understanding, ability to manage consultative sales cycles of 6–24 months, and confidence working autonomously in a customer-facing role.
Within the agreed timeframe, we delivered a shortlist of high-quality candidates with the right balance of technical knowledge, commercial awareness, and cultural fit. We supported the client throughout interviews, feedback, and offer management to ensure a smooth and efficient process.
The Result
The client successfully appointed a Technical Sales Account Manager with a strong academic background in chemistry and previous experience working in a customer-facing commercial role. The successful candidate quickly took ownership of existing Danish accounts, strengthened relationships with key customers, and began supporting new formulation projects within their first few months.
The recruitment process was completed efficiently, enabling the client to maintain continuity across its customer base and support continued growth within the Danish market.
What the Client Had to Say
“Mase understood exactly what we needed in terms of technical knowledge and commercial approach. The hire has integrated quickly and is already adding value with our customers in Denmark.”
