Top-Tier Talent: A Case Study of Our 9-Year Partnership with HemoCue

Executive Summary

HemoCue, a leading point-of-care diagnostics company, partnered with Connexis Search Group over a 9-year period to build and sustain a high-performing commercial team. This case study highlights how a long-term recruiting partnership can drive consistent commercial success in the diagnostics industry.

The Challenge

HemoCue needed to recruit specialized commercial talent — sales representatives, regional managers, and senior commercial leaders — with deep diagnostics expertise and the ability to sell into hospital, physician office, and point-of-care laboratory settings. Finding candidates with the right combination of technical knowledge and proven sales performance in a niche market is among the most challenging recruiting tasks in life sciences.

The Solution

Connexis Search Group leveraged its 25+ year network of diagnostics commercial professionals to identify passive candidates who were not actively seeking new roles. Rather than relying on job postings, Connexis used direct outreach, industry referrals, and deep market knowledge to surface candidates who fit HemoCue's culture and commercial needs.

Over the 9-year engagement, Connexis:

• Placed commercial representatives across HemoCue's US territory
• Recruited regional and national sales management
• Maintained a consistent candidate pipeline that reduced time-to-fill significantly
• Developed deep institutional knowledge of HemoCue's products, culture, and ideal candidate profile

The Results

The 9-year partnership resulted in a consistently high-performing commercial team that contributed directly to HemoCue's revenue growth and market penetration in the US point-of-care diagnostics segment. Retention rates for Connexis-placed candidates significantly outperformed industry averages, reflecting the quality of the fit achieved through a relationship-based recruiting approach.

Key Takeaways

• Long-term recruiting partnerships outperform transactional search engagements in specialized markets
• Deep industry knowledge enables faster, better candidate matching
• Passive candidate sourcing is essential in niche diagnostics commercial roles
• Cultural alignment is as important as technical fit in sustaining commercial team performance

About Connexis Search Group

Connexis Search Group is a specialized executive search firm placing commercial and technical talent in life science, diagnostics, medical device, and CLIA laboratory industries. With over 25 years of experience and a nationwide network of industry professionals, Connexis offers both retained and contingency search services.