Technical sales recruitment isn't the same as general sales recruitment.
The strongest candidates are rarely simply "salespeople" - they're professionals who understand engineering products, customer applications, and the challenges faced by the industries they serve.
A great salesperson without the technical credibility struggles to hold a conversation with an engineering customer; a technically strong candidate without commercial drive struggles to convert it into revenue. Finding people who genuinely combine both is a specialist search, not a job-board exercise.
Over the past 12 months, EMT Talent has supported specialist engineering manufacturers, technical distributors and industrial businesses to make exactly these appointments; Sales Engineers, Technical Sales Managers, Business Development Managers and Account Managers - through targeted headhunting rather than job adverts and waiting for applicants.
Below is 5 examples of how that's worked in practice.
EnquireBroder Metals - Sales Engineer
Broder Metals needed a Sales Engineer capable of developing relationships within highly technical markets, specifically supporting growth within the energy sector, including nuclear applications.
Requirements
- Understanding of specialist metals and high-performance alloys
- Ability to hold technical discussions with engineering customers
- Experience managing long-term, relationship-driven sales processes
- Commercial understanding of complex engineering requirements
Why this was hard to source
Candidates with genuine nuclear and aerospace-grade alloy sales experience are a small pool nationally, let alone regionally - this isn't a market where technically credible salespeople are actively job-hunting.
On top of that, most already know of the relevant businesses in the sector, so you're not just finding someone with the right background - you're asking them to leave a company they know well for one they don't, often a direct competitor, with little incentive to make that move and the near-certainty that it won't go down well with their current employer.
Outcome
We identified and placed a Sales Engineer with more than 20 years' experience selling high-performance alloys into nuclear, aerospace and specialist engineering markets - bringing the technical credibility and commercial experience needed to support customer relationships within highly regulated industries.
Laser Cutting Company Limited - Sales Engineer
The business needed a Sales Engineer who could combine technical manufacturing knowledge with commercial ability - accurately understanding customer requirements and pricing complex profiling projects.
Requirements
- Understanding of laser cutting, press machinery and profiling services for complex shapes and orders
- Ability to interpret technical drawings and CAD requirements
- Experience preparing accurate quotations alongside sales activity
- Strong communication skills with engineering customers
Why this was hard to source
Most technical salespeople in this space come from a sales background with limited manufacturing exposure - finding someone who could quote accurately and sell meant looking beyond the usual technical sales talent pool.
Outcome
We placed a candidate who had progressed from the shop floor as a laser operator into a customer-facing technical sales role. Trained in CAD/CAM, Bystronic laser systems and press equipment, they brought a unique combination of manufacturing knowledge, programming capability and commercial sales and quoting experience - giving the business the ability to support both customer quotations and technical CAD/CAM programming when required.
EnquireCharles Day Steels - Sales Engineer
Charles Day Steels needed a Sales Engineer capable of selling complex profiling solutions within a competitive manufacturing environment.
Requirements
- Experience selling profiling and manufacturing services
- Ability to understand customer drawings and specifications
- Technical confidence when discussing engineering requirements
- Ability to manage quotations and convert opportunities into orders
Why this was hard to source
The strongest candidates for this kind of role are usually already placed with competitors - reaching them meant a direct, targeted approach rather than waiting for an application.
Outcome
We headhunted a candidate directly from a competitor who already understood the market, customer requirements and technical challenges associated with profiling services - allowing them to add value from day one through existing industry knowledge and experience.
ASC Metals - Sales Executive
ASC Metals needed a commercially driven Sales Executive capable of generating new business and developing customer relationships within the metals sector.
Requirements
- Confidence carrying out proactive business development activity such as cold calling
- Ability to build long-term customer relationships
- Commercial drive and a strong sales mentality
- Previous experience within technical manufacturing environments
Why this was hard to source
The role's location meant the pool of suitable technical sales professionals within commuting distance was genuinely limited - finding someone who ticked every box locally took a targeted search, not a job advert and a hope that the right person would apply. ASC Metals had already tried a local Lincoln agency for a few weeks beforehand, which hadn't delivered any suitable candidates.
Outcome
We placed a commercially driven salesperson, based locally, with previous experience selling within engineering and manufacturing environments - combining strong business development ability with the industry knowledge needed to engage customers and grow accounts. The director had previously lived in the same village as her, so he felt reassured knowing exactly what the commute involved.
Sheffield Gauge Plate - Business Development Manager
Sheffield Gauge Plate needed an experienced Business Development Manager to expand into new markets, including opportunities within recycling and shredding applications.
Requirements
- Strong knowledge of specialist steels and engineering materials
- Experience selling technical products into industrial markets
- Ability to identify and develop new commercial opportunities internationally
Why this was hard to source
International, multi-sector steel sales experience at this level is rare - the business needed someone credible enough to represent them on the world stage almost immediately, not grow into the role over years. Sheffield Gauge Plate had already been searching for months, working with other agencies, with no success before coming to us.
Outcome
We placed a highly experienced technical sales professional with more than 30 years' experience selling specialist steel products globally. The candidate brought extensive market knowledge and was representing the business internationally within their first month - attending a major industry exhibition in Germany.
Hiring for technical sales?
Whether you're recruiting a Sales Engineer, Technical Sales Manager, Business Development Manager or Account Manager, we specialise in identifying people who combine technical knowledge with genuine commercial ability.
Get in touch to discuss how a targeted search could help.