The Brief
A global manufacturer of advanced microscopy and imaging systems approached us to recruit a Technical Sales Manager to strengthen their presence in the Netherlands. The company had been struggling to attract candidates with both the scientific expertise and commercial acumen required to sell complex optical and electron microscopy solutions. Previous advertising campaigns produced applications from general laboratory equipment salespeople who lacked the technical depth to engage with research scientists and engineers. With increasing demand from academic and industrial customers, the business urgently needed a technically credible salesperson capable of managing long consultative sales cycles and driving growth across the territory.
The Process
We conducted a detailed briefing with the European Sales Director to define the requirements of the role — including a background in physics, materials science, or life sciences, combined with proven experience selling high-value imaging or analytical equipment. The position required someone confident presenting to R&D leaders, professors, and lab managers, while managing projects from initial consultation through to system installation.
Our headhunt focused on sales professionals already operating within the microscopy, imaging, and spectroscopy sectors across the Netherlands. We targeted candidates with a track record of selling capital equipment into universities, research centres, and industrial laboratories. Each prospect was assessed on their technical fluency, ability to communicate complex concepts clearly, and experience handling sales cycles exceeding 12 months.
Within three weeks, we delivered a shortlist of four highly qualified professionals — all with relevant technical backgrounds and proven commercial results within the scientific instrumentation market.
The Result
The client appointed a Technical Sales Manager with a PhD in Materials Science and extensive experience selling optical and electron microscopy systems across Benelux. Their technical credibility, consultative sales approach, and established customer relationships allowed them to quickly build trust within key accounts and generate new project opportunities. The full recruitment process, from initial briefing to signed offer, was completed in 25 days allowing the client to maintain sales momentum and respond to growing market demand.
What the Client had to Say
“Mase understood the specialist nature of our market and delivered exactly the calibre of candidates we were looking for. The process was efficient, targeted, and resulted in a hire who has already made a positive impact.”
