B2B Industrial
In industrial B2B markets a deal can take years, and the customer changes along the way. SalesQuarters finds the commercial leaders who combine that staying power with a sharp view of the market.
We work for family businesses in manufacturing, for PE-backed buy-and-build platforms and for international industrial groups.
Long cycles, changing rules
Sales cycles in industry often have a long horizon. Meanwhile, technology, digital channels and business models are changing the rules. Customers expect more advice, less product talk and a supplier who thinks along about their own market.
A commercial leader therefore has to build knowledge that is relevant to the customer, and organize collaboration between sales, engineering and service.
What this asks of a commercial leader
This is sometimes called holistic selling: the B2B salesperson moves from order taker to conductor of the entire relationship, across every touchpoint. They bring engineering, service and the buyer together, and keep an overview of a sales cycle that often takes months or even years. Technology is changing the conversation too. With 3D models, digital demos and augmented reality, a buyer can assess a complex product before it has been built. Exactly the kind of products found in engineering, electronics and parts. The commercial leader who can organize that in the team has a head start.
How we search
Development Driven Search® looks for the leader for whom your assignment is the logical next step. In industry, that is often someone with technical understanding who wants to move into a broader commercial role. We assess on the predictors of success in sales and on the ability to steer a long sales cycle without losing grip.
From intake to signed contract takes 8 to 12 weeks on average.
Discuss your vacancy with SalesQuarters. Call +31 20 226 90 00 or email info@salesquarters.nl. A first conversation commits you to nothing. Would you like to hear how it went for others first? We will put you in touch with a client as a reference.
Where we have done this
For Centum EMS we found a European Sales Manager, and for GR8 Roofs a commercial manager in a smaller, entrepreneurial B2B setting. Two very different assignments, with the same question: who takes the commercial organization to the next level?
Want to talk it through?
Does your market call for a different commercial approach than your team is used to? In a first conversation we look together at what you need.
Call SalesQuarters on +31 20 226 90 00 or email info@salesquarters.nl.
Who we help
- Engineering, Construction & Building Materials
- Electronics
- Hardware
- Parts & Assembly
Related cases
EMS
European Sales Manager
- High-Potential Recruitment
- B2B Industrial
GR8 Roofs
Commercieel Manager
- Executive Search
- B2B Industrial
Frequently asked questions
Which roles in B2B and industry do you recruit for?
Commercial Director, Sales Director, Business Development Director, international sales managers and key account managers, in engineering, building materials, electronics and parts.
Does a commercial leader need a technical background?
Technical understanding helps, especially with complex products. But the ability to advise customers and lead a team through a long sales cycle weighs more. We look for the combination.
How long does a search take?
8 to 12 weeks on average from intake to signed contract.