Director of Channel Sales

Director of Channel Sales Ease Healthcare - 1.0 Pasadena, CA Job Details Full-time $140,000 - $160,000 a year 21 hours ago Benefits Health savings account Health insurance Dental insurance 401(k) Flexible spending account Paid time off Vision insurance 401(k) matching Life insurance Retirement plan Qualifications Sales negotiation Strategic management New product launch strategy Product Launch Planning Product marketing Sales Bachelor's degree Medical device sales Sales strategy Channel management Full Job Description Ease Healthcare is looking for a high-impact Director of Channel Sales to lead growth across key strategic sales channels partners with a strong focus on McKesson , Medline, Cardinal Health, Henry Schein and, Owens & Minor . This role is ideal for a hands-on leader who can translate strategy into execution—driving marketplace performance, optimizing digital merchandising, and accelerating revenue growth in a regulated healthcare environment. The ideal candidate brings deep marketplace expertise, strong analytical instincts, and experience scaling products in the medical device or healthcare category. What You'll Do

• Manage and grow channel relationships and accounts — Act as the primary point of contact for distribution customers buyers, category managers, and sales leadership. Build strong partnerships to secure preferred vendor status, favorable contract terms, and increased shelf space/priority in their catalog/systems.
• Drive sales volume and revenue targets through the channel — Meet or exceed quarterly/annual sales goals. Monitor distributor purchases, inventory levels, and sell-through data. Forecast demand accurately.
• Contract negotiation and compliance — Negotiate pricing agreements, rebates, incentives, stocking programs, and terms with targeted distributors. Ensure compliance with GPO (Group Purchasing Organization) contracts if applicable and handle contract renewals.
• Demand generation and marketing support — Collaborate with distributors sales teams to promote Ease products. Provide marketing materials, training, co-selling opportunities, and incentives to help partners reps push Ease products to end customers. Participate in distributor sales meetings, webinars, or trade shows.
• Product training and education — Train distributors internal sales reps, customer service, and clinical specialists on your medical devices (features, benefits, clinical value, differentiation from competitors). This equips them to sell effectively downstream.
• Account management and analytics — Analyze sales data, market share, and performance metrics within distributors networks. Identify underperforming areas or opportunities (e.g., specific regions, customer segments). Resolve issues like supply chain delays, returns, or quality concerns.
• New business development and expansion — Identify opportunities to add new products to partners portfolios. Support partners efforts to win new end-customer accounts or expand usage in existing ones. Sometimes engage directly with large end customers (e.g., health systems) alongside partner for pull-through sales.
• Competitive intelligence and market strategy — Track competitor activity within partners channel. Provide input on pricing, promotions, and positioning. Work internally with Ease's marketing, clinical, and leadership teams to align strategies.
• Inventory and operations coordination — Work with logistics/supply chain teams to ensure reliable supply, manage consignment/stocking programs, and address any distribution challenges.
• Reporting and internal collaboration — Provide regular reports to your company on channel performance.

Coordinate with direct sales teams (if your company also sells direct) to avoid channel conflict and maximize overall market penetration. What You'll Bring 5+ years of hands-on experience launching, managing, and growing product sales with Ease's target distribution customers, with a strong record of achieving revenue targets. Experience in medical devices , healthcare products, or other regulated product categories strongly preferred. Strong relationship-building and negotiation skills with distributor stakeholders. Data-driven approach (using sales dashboards, CRM, and distributor portals). Deep product knowledge, plus understanding of healthcare distribution, reimbursement, and regulations. Ability to influence without direct control over end-customer sales (focus on "multiplier effect" through the distributor's larger sales force). This role often involves a mix of office work, travel to partner's locations or headquarters, virtual meetings, and occasional end-customer support. Success metrics center on purchase orders from partners, market share growth through their network, and long-term partnership strength rather than individual clinical conversions. Why Join Ease Healthcare Competitive base salary plus performance-based incentives. Opportunity to make a visible impact in a growing healthcare company with ambitious digital expansion goals. Collaborative, on-site team environment in Pasadena, California. How to Apply Please submit your resume along with a brief note highlighting your most relevant achievements, particularly within medical devices or healthcare products. Ease Healthcare is proud to be an equal opportunity employer.

Job Type:

Full-time Pay:

$140,000.00 - $160,000.00 per year

Benefits:

401(k) 401(k) matching Dental insurance Flexible spending account Health insurance Health savings account Life insurance Paid time off Retirement plan Vision insurance

Education:

Bachelor's (Required)

Experience:

Sales:

5 years (Required)

Medical Device:

5 years (Preferred)

Product Launch Planning:

5 years (Required) Ability to

Commute:

Pasadena, CA 91101 (Required)

Work Location:

In person