Director of Channel Sales – North America

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage North American retail and distributor revenue comprehensively, from initial outreach to the first purchase order, sell-through, and reorder process.

• Establish and cultivate relationships with retail buyers and distributors in sectors such as wearables and connected fitness, fitness hardlines, recovery and rehabilitation, physical therapy and chiropractic, health and wellness, HSA/FSA-eligible health commerce, and employee benefits.

• Oversee each product launch during the first 90 days on the shelf, including planogram setup, staff training, demo programs, cooperative spending, velocity data analysis, and reorder processes.

• Analyze sell-through data proactively and implement actions during weeks 4 to 12 for any underperforming products.

• Treat retail and distribution as separate channel strategies.

• Develop and implement the North American channel strategy while determining priority accounts for initial outreach.

• Travel 40–50% of the time for meetings with buyers, trade shows, and visits to distributor sites.

• Act as the representative for the US channel internally, providing partner data and field insights to influence product, marketing, and supply chain decisions.

• Report directly to the Co-Founder.

• Create the channel function from the ground up with full responsibility for North America.

⛳️ Requirements

• An up-to-date network of retail buyers and distributors in relevant fields.

• Proven capability to independently manage a retail or distributor launch through the first 90 days on the shelf, including delivering the 90-day sell-through figures.

• Experience addressing a failed launch or a product that underperformed, detailing specific actions taken during weeks 4 to 12.

• Established credibility when engaging with both retail buyers and distributors as distinct channel operations.

• Comfortable taking full ownership of a territory in a swiftly growing, well-capitalized organization.

• Experience in medical devices or FDA-regulated environments is a plus, but not essential.

• Familiarity with the EMS category is advantageous, though not mandatory.

• Experience with CRM and pipeline tools is a plus, but not essential.

• Background in executing trade marketing strategies is beneficial, yet not required.

• International channel experience is advantageous, but not mandatory.

• Formal team management experience is a plus, though not required.

🏝️ Benefits

• Travel 40–50% to buyer meetings, trade shows, and distributor locations.

• Compensation structure incentivized by reorder motivations: remuneration based on replenishment and sell-through percentages rather than signatures, sell-in volume, or pipeline value.