The company
Ejendals is a Swedish family-owned manufacturer of personal protective equipment, founded in 1949 in Leksand and today a leading supplier of hand and foot protection in the Nordics and beyond. Its TEGERA® safety gloves and JALAS® safety footwear protect workers in manufacturing, construction, logistics, energy and food production. Poland is one of the group’s growth markets - served through a distributor and end-user model that needs local ownership on the ground.
The challenge
A Territory Sales Manager for part of Poland means owning a region outright: developing existing distributor relationships, opening new end-user accounts, coordinating with the other territory managers and reporting into the country sales manager - largely alone, on the road, without a head office to lean on. That calls for someone who knows the PPE or technical B2B distribution landscape, is credible in front of both purchasing and safety managers, and has the self-direction to run a territory as their own business. People who do that well are performing in their current role and are not reading job ads. Ejendals did not need a long list - it needed a short one it could trust.
Our approach
We mapped the Polish market systematically - PPE and workwear suppliers, technical distribution, industrial supply (MRO) and adjacent safety technology - and screened 544 profiles against the territory’s requirements. Promising candidates were approached directly rather than invited to apply; 35 went through a structured first interview with JN Recruitment covering territory ownership, distributor management and the balance between hunting and farming. The first shortlist reached Ejendals 10 working days after kick-off.
The result
Ejendals interviewed eight candidates, three advanced to the second round, and the contract was signed shortly after. The new Territory Sales Manager now owns and develops the business in the region, working alongside the other territory managers and reporting to the country sales manager.
