Head of Distribution

HT Vista; United States; On-site; USD 225,000 - 275,000; Full time

Job summary

A leading company in medical technology seeks a Senior Commercial Leader to build and scale distributor relationships in the United States. This executive position requires over 10 years in commercial roles, experience managing distributors, and a proven track record of revenue performance. The role focuses on strategic planning, cross-functional leadership, and ensuring outstanding distributor experiences. Compensation is competitive, reflecting the importance of this role in driving company growth.

Qualifications

• 10+ years in commercial roles within Medical devices, diagnostics, life sciences, or complex B2B technology.
• Proven experience managing distributors or channel partners.
• Owning revenue targets through indirect sales.

Responsibilities

• Define what 'great' looks like for distributor and ensure we are set up to deliver an excellent distributor experience.
• Establish and manage commercial terms, pricing structures, and incentives.
• Create quarterly and annual business plans with top distributors.

Skills

Commercially sharp

Data-driven

Relationship-driven

Structured but flexible

Direct and decisive

Strong executive presence

Job description

We are seeking a senior commercial leader to build and scale our distributor relationships in the United States.

Core Responsibilities – Distributor Strategy & Portfolio Management

• Define what “great” looks like for distributor and ensure we are set up to deliver an excellent distributor experience
• Establish and maintain go-to-market alignment between the stakeholders of our company and our partners

Commercial & Revenue Ownership

• Be accountable for distributor‑sourced revenue performance against targets
• Establish and manage commercial terms, pricing structures, and incentives
• Forecasting and pipeline discipline with distributor leadership
• Clear rules of engagement between direct sales and distributors
• Identify underperformance early and take decisive action

Business Planning & Execution

• Create quarterly and annual business plans with top distributors, including aligning activity expectations (lead generation, demos, and events)
• Establish and manage marketing and demand‑generation commitments
• Ensure plans result in real execution in the field

Distributor Enablement & Accountability

• Partner with Sales, Marketing, and Customer Success to build scalable onboarding and engagement programs
• Ensure distributors are trained, confident, and properly positioned
• Define KPIs and dashboards to track activity and impact
• Run structured business reviews and hold distributors accountable to commitments

Cross‑Functional Leadership

• Act as the internal voice of the distributor
• Feed real‑world market insights back to Product, Marketing, and Leadership
• Align internally to avoid channel conflict and execution gaps
• Influence without authority across teams to get things done

What Success Looks Like (12–18 Months)

• Distributors are predictable contributors, not wildcards
• Clear performance differentiation across the distributor base
• Strong executive relationships with top distributor leadership
• Repeatable playbooks for onboarding, ramping, and scaling distributors
• Material revenue growth driven through partners

Ideal Background & Experience

• 10+ years in commercial roles within Medical devices, diagnostics, life sciences, or complex B2B technology
• Proven experience managing distributors or channel partners
• Owning revenue targets through indirect sales
• Negotiating commercial agreements and incentives
• Strong executive presence—comfortable engaging senior distributor leaders
• Data‑driven, but commercially pragmatic
• Willingness to travel regularly to support partners in the field

Personal Attributes

• Commercially sharp: understands margin, incentives, and behavior
• Structured but flexible: can build systems without over‑bureaucratizing
• Direct and decisive: comfortable addressing underperformance
• Relationship‑driven: without being relationship‑dependent
• Entrepreneurial mindset: thrives in a fast paced and scaling organization

This role is critical to our next phase of growth. The right person will not just “manage distributors”—they will shape how our company scales globally.

Job Details

• Seniority level: Executive
• Employment type: Full‑time
• Job function: Management and Manufacturing
• Industries: Veterinary Services
• Location: United States
• Compensation: $225,000‑$275,000