Clients Optical Sales Leader EMEA, Western US Sales Mgr, Instrumentation

The Situation

A US based Optics component, sub assembly manufacturer wanted to move away from a distributor sales model in EMEA (Europe, Middle East, Africa) to a direct sales model. A Western European Optical test instrumentation manufacturer needed a US based Sales Manager for N. Calif and the semiconductor equipment market.

The Challenges

For an EMEA based Sales/Business Development Leader, RA had to rely on our extensive international network and to work with variations in compensation for international employees vs US based employees.  For our European Instrumentation client, finding a Sales Leader who was both highly technical, in optical test/measurement, and customer centric, targeting the Semiconductor Equipment market in N. Calif required exceptional creativity in terms of representing the value adding career prospects in a highly competitive N Calif employment market.

RA Actions

RA proposed engaged searches for both these assignments.  RA, relying on an extensive network of international contacts, quickly homed in on several EMEA based candidates that were qualified for our client’s demanding role.  For our European client looking for a Sales Manager for the Bay Area, RA as a value adding partner to our client, understood the career changing advantages that our client could offer the right candidate looking to ascend to a management/ greater management role.  We quickly circled in on Bay Area candidates, or candidates with ties to the Bay Area for our client.


RA quickly identified several qualified candidates for our EMEA Optics client.  RA coordinated early Zoom interviews that were eventually followed by personal interviews.  Working with the different legal requirements in Europe for giving notice and resignation, RA successfully negotiated an agreeable start date for our EMEA role.  For our European client, RA carefully built rapport with candidates not needing a job, introduced them to our client who furthered the rapport building, and RA helped facilitate a mutually successful outcome for our client and for the  hired candidate.  The hired candidate is now a client, and a hiring manager at our client.