Search for a Medical Equipment Sales Manager in a narrow niche

Client: a Russian company specializing in the sale of ophthalmic equipment — devices that help doctors more accurately diagnose and treat vision problems. Objective: to find a Medical Equipment Sales Manager, given that the company had been unsuccessfully searching for a person for this position for a year and a half.

Project Challenges

• The market has been thoroughly scoured: over the course of 1.5 years, the client managed to engage with almost all relevant candidates.

• Very narrow specialization: it was necessary to find not just a salesperson, but someone who understands ophthalmic equipment and can speak the same language as doctors.

• Salary below the market level: at the start, the offered income level was insufficient to attract strong specialists.

How We Solved the Problem

1. Conducted market analysis and presented the client with the first candidates willing to accept the stated income level. This helped provide a realistic assessment of who could actually be found for that budget.

2. Held a call with the client to discuss the situation, expectations, and the actual market capabilities.

3. Proposed two scenarios:

• increase the income level to attract experienced specialists;

• keep the salary the same but consider less qualified candidates who would require internal training within the company.

Result

After discussion, the client decided to increase the income level by 30%. Within a couple of weeks, we presented 6 strong candidates, from whom the client selected a finalist and extended an offer.

The full recruitment cycle took 2 months, including a two-week vacation for the hiring manager.