Head of Sales – Wholesale, Strategic Channels

📋 Description

• Define and lead Pendulum’s wholesale and strategic channel strategy, expanding beyond DTC and Amazon.

• Identify, prioritize, and secure partnerships across FDMC/AO, specialty retail, and healthcare marketplace platforms.

• Own revenue, forecasting, and contribution margin across all wholesale channels.

• Drive new customer acquisition through expanded distribution.

• Negotiate commercial terms and pricing structures.

• Develop and execute channel-specific go-to-market strategies.

• Establish KPIs and performance reporting; deliver weekly, monthly, quarterly, and Board reports.

• Build and manage relationships with key buyers, distributors, and platform partners.

• Collaborate with Revenue Operations, Supply Chain, and Demand Planning colleagues, as well as cross-functionally with Marketing, Brand, Clinical, and Growth teams.

• Build and scale the sales organization over time.

• Continuously assess market and competitive dynamics.

⛳️ Requirements

• Strategic thinker with a proactive approach, possessing 10+ years of experience in sales, business development, or commercial leadership within CPG, healthcare, wellness, or related science-driven categories.

• Experience in FDMC retail, distributors, and healthcare marketplace platforms.

• Proven experience in launching new brands and products into new channels while driving omni-channel growth.

• Demonstrated ability to drive revenue growth and contribution margin, with a proven track record of meeting and exceeding forecasts, including overcoming challenges to achieve goals.

• A passion for Pendulum’s mission and a belief in science-driven, human-centered health solutions.

• Proven success in navigating complex and crowded categories, translating intricate product narratives into compelling consumer propositions is a plus.

• Experience in building relationships and negotiating commercial terms that enhance brand and business.

• Strong cross-functional leadership capabilities.

• Experience in establishing and developing processes and partnerships for business scaling.

🏝️ Benefits

• Medical, Dental, and Vision.

• Commuter Benefits.

• Life & STD Insurance.

• Company match on 401(k).

• Flexible Time Off (FTO).

• Equity.