Kramp
Replacing a long-serving Agricultural Sales Representative for Kramp in Scotland — finding a candidate with the market knowledge and staying power to protect a well-established distributor account base.
Client Overview
Kramp is a European specialist distributor of agricultural parts and accessories, supplying agricultural machinery dealers, repair workshops and farming businesses with a comprehensive range of spare parts, consumables and technical products. The business operates across Europe from a network of distribution centres, with a UK field sales operation managing relationships with agricultural machinery dealers and distributors. Kramp's sales model is relationship-driven and technically focused — customers rely on their Kramp representative to have deep product knowledge and to be a reliable, consistent presence within their businesses.
The Brief
When a long-serving Agricultural Sales Representative left the Scottish territory after a number of years in the role, Kramp needed to replace him with someone who could step into an established account base and maintain the relationships and revenue the predecessor had built. The brief prioritised account protection — the successor needed the market knowledge to be credible with Kramp's agricultural dealer customers from day one, and the staying power to embed themselves within the territory over the long term rather than treating the role as a stepping stone.
The Challenge
The biggest risk in replacing a long-tenured territory manager is revenue leakage during the transition — agricultural dealer relationships are personal, and a poorly matched successor can undo years of relationship-building very quickly. Kramp needed a candidate with genuine agricultural parts or machinery dealer experience who could be introduced to the account base credibly, and who demonstrated the profile of someone likely to commit to the territory over a sustained period rather than move on within twelve months. Finding that combination of sector knowledge, relationship capability and long-term commitment motivation required careful assessment beyond the CV.
What Sales Recruit UK Did
Sales Recruit UK targeted candidates from the agricultural parts, machinery and distribution sectors with established knowledge of the Scottish agricultural dealer market. The SRUK Fit Score process assessed each candidate across agricultural sector knowledge, distributor account management experience, relationship development capability and the motivational profile that predicts longevity in a territory role — stability of employment history, genuine interest in the agricultural sector, and realistic expectations about what a field-based dealer management role involves day to day.
The Outcome
Kramp appointed an Agricultural Sales Representative who successfully integrated into the Scottish territory and has remained with the business. The account base was protected through the transition and the new person has continued to develop the distributor relationships the territory relies on.