Employ
RecruitHow Volac filled three Key Account Manager roles across Europe — including a search that had stalled in Germany
Location
United Kingdom
Industry
Specialized B2B, Manufacturing
Company size
100-200+
Founding Year
1970
With Remote People since
2022
- Hire Anywhere, Worry-Free
- Niche commercial roles can’t be filled with a wide funnel
- Germany: the role that wouldn’t close
- Headhunting that filtered out the noise
- France and Poland: extending the model across Europe
- The Bottom Line
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Hire Anywhere, Worry-Free
Hiring, payroll, and compliance in 150+ countries.
Partners Remote People & Volac
Sectors Specialised B2B Commercial · International Sales
Challenge Filling niche Key Account Manager roles in France, Germany, and Poland — including a Germany search that had remained open for an extended period.
Niche commercial roles can’t be filled with a wide funnel
Volac is an established international business operating in a specialised market where commercial success depends on strong customer relationships, technical credibility, and access to high-performing regional sales talent.
Roles like Key Account Manager in that environment are not solved by volume. There are perhaps a few dozen people in any given country who can credibly do the job — and most of them are already employed. Pushing more CVs through the pipeline doesn’t help; it just creates more noise to filter.
Germany: the role that wouldn’t close
The most acute version of the problem was a Key Account Manager role in Germany that had remained open for an extended period. Multiple efforts had failed to close it. Each rejected offer, slow shortlist, or candidate who didn’t pass the technical screen reinforced the question: was the role even fillable on the timeline the business needed?
Headhunting that filtered out the noise
Remote People treated the assignment as a precision headhunting exercise — not a recruitment process. That meant working long-listed candidates rather than waiting for inbound, qualifying for technical credibility before scheduling client time, and presenting a tight shortlist of people Volac actually wanted to interview.
For the Germany role, that approach broke the deadlock. The role closed within the search engagement, after months of having gone unfilled.
France and Poland: extending the model across Europe
The same approach was applied to Key Account Manager roles in France and Poland. The market dynamics were different in each country, but the model — long-list, qualify hard, present only what’s worth interviewing — was consistent. All three roles were closed in record time, allowing Volac to maintain commercial momentum across its European footprint.
| The Results | |
|---|---|
| 3 countries | France, Germany, Poland |
| Precision headhunting | Long-list, qualify, present only candidates worth interviewing |
| Stalled search closed | A Germany Key Account Manager role open for an extended period — closed |
| Record time | Three commercial hires closed in record time across Europe |
Remote People delivered top-tier talent across three countries in record time. Their headhunting approach ensured we saw only the best candidates, allowing us to maintain momentum and grow our presence across Europe with confidence.
Simon Power Senior HRBP, Volac
The Bottom Line
For senior commercial roles in specialised markets, the difference between “stalled for six months” and “closed in record time” usually comes down to who’s running the search. A wide funnel and generic outreach won’t reach the people who can do the job. A targeted headhunting model will.
Volac saw both — and chose the model that actually closed the role.
Have a senior commercial role that won’t close? Get a free proposal from Remote People.
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