'Being a middle manager is a dangerous place to be at the moment' - channel recruiter

Robertson Sumner boss Marc Sumner says channel firms are looking for "more people on the street" instead of middle-level managers

Middle-level management roles in the channel are being cut out, leaving senior channel bosses unemployed, according to channel recruiter Robertson Sumner.

Robertson Sumner places candidates into sales and marketing roles in resellers, distributors and vendors - but managing director Marc Sumner says the firm has seen the number of candidates looking for sales roles with a salary of £100,000 - £200,000 go up 200 per cent in January and February this year, compared to the same two months in 2016.

Sumner said that his firm has gone from having around 30 candidates a month looking for roles as sales director and sales VP to over 100 a month, as the channel turns its attention to lower-level sales personnel.

"There seems be a wave of people in middle management coming in looking for jobs," he said.

"We've got some really senior people in the channel who just don't have opportunities and I don't quite know the reason, but it's unprecedented."

Sumner said that he thinks the channel is in the process of stripping away multiple layers of management, in favour of having more sales staff who directly contribute to revenue.

Because of this, channel firms have a number of vacancies for sales roles with salaries of £25,000 - £60,000, but a shortage of candidates looking for these roles.

"My opinion is that the channel is overpopulated with layers and layers of management," he said.

"Channel partners are having to adjust their strategy and streamline their management to get more people on the street fighting for business.

"Being a middle manager is a dangerous place to be at the moment. I think a lot of people are thinking they want sales leaders who can sell and contribute as well, not just do stats and things like that."