Replacing a Long-Tenured Territory Rep Without Disrupting a Multi-Million Dollar Book of Business
Snapshot
Client:
Industrial Manufacturing Company
Company Size:
~500 employees
Industry:
Heating Equipment
Role:
Regional Outside Account Executive
Territory:
Pacific Northwest (AK, WA, ID, OR, MT)
The Result
6 highly relevant candidates presented
2 candidates advanced to interview process
Delivered a focused slate aligned with the technical and geographic requirements
The Challenge
The company needed to replace a long-tenured outside sales representative who was preparing to retire.
This was a critical transition:
The territory generated several million dollars in annual revenue
The new hire needed to overlap with the incumbent to ensure continuity
The role required a rare mix of technical knowledge and territory sales experience
This was not just a backfill. It was a high-risk transition tied directly to revenue stability.
The Approach
Orin Rice partnered directly with the CFO, who was leading the search while also managing broader leadership hiring. We:
Advised on the Pacific Northwest talent market for technical outside sales roles
Helped calibrate expectations around compensation and candidate profiles
Targeted candidates with distributor and territory management experience
Focused on individuals capable of both maintaining existing accounts and growing new business
Why This Worked
This search required precision. The role demanded:
Technical aptitude (engineering level understanding)
Territory ownership across multiple states
Experience selling through distributors
Ability to travel extensively
Orin Rice focused on alignment over volume, delivering candidates who met the real requirements instead of flooding the process.
Client Feedback
“The speed and quality of candidates were beyond what we expected. We wanted to meet every candidate presented, and the final decision was incredibly close between two standout options.”
Replacing a key sales rep or hiring for a complex territory role?
We help companies find candidates who can step in, perform, and protect revenue.