Esders GmbH, based in Haselünne in Northern Germany, is a highly innovative mid-sized company specializing in measurement technology for environmental protection. They develop and manufacture advanced devices for gas leak detection, pressure testing, and remote measurement – all in-house and fully “Made in Germany.”
The company is led by three brothers in the second generation, who combine strong family values with a progressive leadership style. Esders stands out with its state-of-the-art production and people-first culture. However, despite their market position as a “Hidden Champion,” Esders remains relatively unknown outside of Northern Germany – especially as an employer.
The Challenge: Hiring multiple technical sales roles
Esders needed to fill five regional sales roles – for South, East, and West Germany, Austria, and a nationwide role in the HVAC (SHK) sector. These were field sales positions requiring a rare mix of skills and mindset. The candidate profile was anything but simple:
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- Field sales roles in the tech space are bombarded with recruiter messages and rarely respond.
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- Compensation was competitive for an SME but not at corporate levels – a sensitive issue in sales-heavy roles.
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- Every shortlisted candidate had to attend a second interview on-site in Haselünne – sometimes requiring travel of up to eight hours.
Our Approach and the results
What truly set us apart in this project was our laser focus on precision and impact for these sales roles. This wasn’t about flooding the pipeline with dozens of CVs — it was about finding the right people who would thrive at Esders for the long haul.
- We kicked things off by working closely with the Esders team to define clear, realistic profiles for each role – placing special emphasis on cultural fit. For Esders, longevity and team cohesion were just as critical as technical sales experience.
- From there, we launched a highly targeted direct search. No mass messaging. No copy-paste templates. Every outreach was personal — tailored to show candidates that this opportunity was worth their time and attention.
- We conducted detailed screening calls with each candidate to assess both technical qualifications and mindset – ensuring only the strongest matches moved forward.
- We maintained close communication with each candidate throughout the process — from the first contact to final interviews. That meant fast feedback, flexible scheduling, and proactive coordination to keep motivation high and momentum strong.
Our deep sector expertise also proved essential. We were able to quickly assess which profiles were too technical (and possibly overqualified or overpaid) — and which candidates lacked the hands-on experience Esders needed for their sales roles.
The results: 5 Sales Roles Filled in under 5 weeks
With a thoughtful, proactive approach on both the client and candidate side, we turned a complex hiring need into a streamlined and successful process.
These steps allowed us to directly address the main hiring challenges:
- Engaging a hard-to-reach candidate group in a saturated field
- Balancing technical know-how with personality and cultural fit
- Managing expectations around compensation in a competitive market
- Coordinating long-distance interviews efficiently to avoid delays
Thanks to our flexible, nationwide search approach, we were able to deliver qualified profiles quickly. First pre-screened candidates were submitted within 7–10 days.
All roles were filled within approximately 4–5 weeks – efficiently and with a clear focus on quality.
Our targeted approach paid off quickly: initial candidates were shared within the first week, and all five sales roles where filled in just over four weeks – without cutting corners.
Client Feedback:
Feedback like this means a lot to us – because it shows we’re not just filling vacancies, but making a real contribution to our clients’ growth.
Conclusion: Hiring technical sales roles
When hiring for complex sales roles, especially at lesser-known employers, recruitment becomes much more than a transactional process. It requires sensitivity, sector expertise, and a deep understanding of what makes someone the rightfit- professionally, culturally, and personally.
A big thank you to the Esders team for being incredibly responsive and organized throughout the process. Their commitment and fast decision-making made this smooth and successful collaboration possible.
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