Director of Healthcare Sales | Wholesale & Strategic Channels
$180,000–$180,000 year
On-site · San Francisco, California, United States
Job Summary
Director of Healthcare Sales responsible for leading the healthcare channel strategy and revenue growth across strategic accounts and partnerships. Key duties include owning revenue targets, forecasting, annual business planning, and executive-level relationship management with buyers and partner leaders; leading negotiations and joint business planning; partnering across Marketing, Product, Operations, Finance, and Revenue Operations to ensure operational excellence; developing and executing partner marketing programs, digital shelf optimization, and co-marketing opportunities to drive awareness, conversion, and customer acquisition; maintaining deep knowledge of healthcare marketplace developments, regulatory changes, and industry trends to identify opportunities and strengthen leadership in healthcare-focused categories.
Required Qualifications
- 6+ years of sales, business development, account management, or commercial leadership experience within healthcare, wellness, nutritional supplements, practitioner products, or adjacent categories
- Proven success managing national accounts and strategic channel partnerships
- Direct experience working with healthcare commerce platforms, practitioner marketplaces, healthcare distributors, or specialty wellness channels, including a focus on digital marketplace platforms
- Demonstrated track record of achieving and exceeding revenue targets
- Strong commercial negotiation and joint business planning experience
- Experience managing relationships with Fullscript, Emerson Ecologics, iHerb, Matakana, or similar healthcare-focused platforms
- Experience in supplements, probiotics, functional health, consumer health, or science-driven wellness categories
- Success Metrics: Deliver healthcare channel revenue growth that meets or exceeds AOP targets
- Drive efficient and profitable growth through promotional planning, ROI, and contribution margin objectives
- Expand existing strategic accounts while maintaining high partner retention and long-term relationship strength
- Strengthen Pendulum's reputation as a trusted, science-backed leader among healthcare providers
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