The Brief
A leading supplier of high-quality scientific and analytical instruments approached us to recruit a Technical Sales Manager to strengthen their commercial presence across the Benelux region, with a particular focus on the Netherlands. Despite strong year-on-year growth and a respected reputation within academia and industry, the company’s internal recruitment efforts had failed to attract candidates combining advanced scientific understanding with proven sales success. The business needed a technically credible salesperson capable of engaging with researchers and engineers while managing long, consultative sales cycles for high-value instrumentation.
The Process
We conducted a detailed consultation with the European Sales Director to define the ideal profile and clarify the scope of the territory. The successful candidate needed a solid academic background in science or engineering — ideally Physics, Chemistry, or Material Science — alongside hands-on experience selling complex analytical instruments such as microscopes, spectrometers, or imaging systems.
Our targeted headhunt focused on professionals across the Benelux region already selling into academic institutions, R&D facilities, and industrial laboratories. We prioritised candidates fluent in Dutch and English with a strong understanding of analytical instrumentation and a consultative approach to sales.
Each potential candidate was assessed on their technical communication skills, ability to manage 12-month sales cycles, and experience delivering demonstrations both in person and virtually. Within three weeks, we presented a shortlist of four qualified professionals with directly transferable experience and a proven record of driving sales growth in the scientific equipment sector.
The Result
The client successfully appointed a Technical Sales Manager with a Master’s degree in Physics and extensive experience selling capital scientific equipment into both academic and industrial markets. Their technical depth, customer-focused approach, and strong local relationships allowed them to make an immediate impact, increasing sales pipeline value within the first quarter. The full recruitment process, from briefing to accepted offer, was completed in 24 working days, ensuring the client could maintain momentum in one of its fastest-growing European territories.
What the Client had to Say
“Mase delivered exactly the kind of candidate we needed — technically credible, commercially sharp, and ready to make an impact. The process was efficient, professional, and aligned perfectly with our expectations.”
