Topdental is a market-leading dental consumables manufacturer with an expanding international presence. To support their continued global growth, Topdental required a Distribution Sales Manager; a pivotal role responsible for driving sales through distributor networks, managing key relationships, and developing new business channels.

The Challenge

The position demanded a unique combination of skills:

  • Proven experience in B2B sales

  • Strong understanding of distribution channels within the dental or medical industry

  • Ability to navigate cultural and regulatory differences across multiple markets

Additionally, Topdental needed the role filled quickly to support an upcoming product launch and strategic expansion into new territories. Finding the right balance between speed, quality, and international experience made this a particularly challenging brief.

The Approach

Topdental partnered with BMS Performance on a retained recruitment basis, ensuring a focused and dedicated search. From the outset, both teams agreed on a structured, transparent process designed to deliver results quickly while maintaining high standards.

Key actions included:

  1. Kick-Off Meeting & Vacancy Calibration
    A detailed discovery session was held to understand the technical, commercial, and cultural aspects of the role. This early collaboration allowed BMS to refine the candidate profile and craft an accurate brief for the search.

  2. Scheduled Weekly Progress Calls
    Weekly update calls were built into the process from the start. These sessions proved invaluable for aligning expectations, reviewing market feedback, and making any necessary course corrections to ensure accuracy in the search.

  3. Targeted Search & Shortlist Delivery
    Within a short timeframe, BMS identified and presented five qualified candidates, each matching the core competencies outlined in the brief.

  4. Streamlined Interview Process
    Topdental implemented a two-stage interview process, with less than a week between each stage. This efficient timeline helped maintain candidate engagement and momentum.

The Results

  • 5 candidates shortlisted

  • 3 candidates progressed to first stage

  • 1 finalist selected and offered the position

  • Offer accepted within two weeks of search initiation

The successful candidate brought the ideal mix of sales experience, commercial acumen, and industry knowledge, making them an excellent cultural and professional fit for Topdental.

Client Feedback

Key Success Metrics:

  • Understanding the Vacancy: ★★★★★★★★★☆ (9/10)

    “We had a strong grasp of the role requirements, which helped ensure the right candidates were presented.”

  • Communication: ★★★★★★★★★★ (10/10)

    “Communication between our team and the candidates was quick, clear, and well-aligned throughout the process.”

  • Speed and Accuracy: ★★★★★★★★★★ (10/10)

    “The vacancy was filled swiftly with a candidate who matched the role perfectly.”

Overall Experience:

“The process was smooth and successful within just a couple of weeks. The Premium Solution met our expectations, and I wouldn’t recommend any changes at this time.”

Elizabeth Hansell – Managing Director – Topdental LTD

This partnership demonstrated the value of a retained recruitment approach—ensuring dedicated focus, transparent communication, and a results-driven process. By combining Topdental’s clarity on their needs with BMS’s market expertise and structured methodology, the project achieved an excellent outcome: a highly qualified international hire delivered on time and within expectations.