Hiring distributor and channel managers
We recruit channel managers who build and manage distributor and independent agent networks for medical device and dental manufacturers.
What a distributor and channel manager does
Distributor and channel managers recruit, train and manage independent distributors or sales agencies. They set targets, negotiate agreements, run joint business plans and decide when to move a market from distribution to direct sales.
Typical territory: Regional, national or cross-border.
What we screen for
- Experience recruiting and managing distributors or independent agents.
- Contract negotiation and performance management of partners.
- Ability to motivate sales people who do not report to them.
- Market knowledge of the regions the channel covers.
Common hiring mistakes
- Hiring a direct sales leader who has never managed a channel.
- Leaving distributor agreements without clear targets.
- Not planning how the role changes if the company moves to direct sales.
Specialties where we fill this role
What hiring leaders say
80+ five-star reviews on Google. See more reviews
My organization has used Linda Robertson’s services for two difficult searches (Senior HR and IT Development Manager) recently. In both cases with Linda’s assistance we landed two great candidates. Months later both (now) employees are high functioning and filling key roles in the organization. I would recommend Linda’s services to anyone.
I have worked with Robertson Human Assets in a variety ways for almost 20 years. Lead by Linda Robertson this firm provides extensive skill, experience and expertise as both a recruiter and as a valued business partner. I have witnessed this partnership both as a candidate and as a hiring manager. The dedication to excellence is always evident and unsurpassed. I would not hesitate in recommending Linda and her team.
Linda is an amazing business and talent advisor for her clients, She goes over and above to deliver excellent care and service at all times. Clients rave about her customer care and advice.
Questions hiring managers ask
Do you recruit for companies switching from distributors to a direct team?
Yes. We recruit channel managers and the direct reps who replace or join distributors.
Do you work with independent spine and orthopaedic distributors?
Yes.
Do you recruit channel managers for dental companies?
Yes.
Related roles
Tell us about the role you need to fill
Book a free hiring consult. We will learn about the role, the territory and your team, then start the search within 24 hours of the kickoff meeting.
- Call (905) 333-9188 or toll-free (866) 333-9188
- Recruiting across Canada and the United States
Book a hiring consult
Page last reviewed October 2026.