North American Channel Development Manager (Retail & Distributor)

About the Role

You will own North American retail and distributor revenue end to end: open the door, close the first PO, and drive sell-through fast enough to earn the reorder. You'll work both sides of the channel. Retail buyers give us visibility and consumer proof; distributors give us revenue and reach with fewer headaches. They are different jobs, and we need someone who can do both.

You'll build this function from scratch, with full ownership of North America, reporting directly to our Co-Founder.

Key Responsibilities

• Own North American retail and distributor revenue end to end, from first outreach through the first PO to sell-through and reorder.

• Open doors with named retail buyers and distributors across wearables and connected fitness, fitness hardlines, recovery and rehab, PT and chiropractic, health and wellness, HSA/FSA-eligible health commerce, and employee benefits.

• Personally own each launch through the first 90 days on shelf: planogram, staff training, demo program, co-op spend, velocity data, and the reorder.

• Read sell-through data early, and when a product sits, act in weeks 4 through 12 rather than waiting for the quarter to close.

• Work retail and distribution as distinct motions: retail for visibility and consumer proof, distribution for revenue and reach.

• Build and execute the North American channel strategy, and own the decisions on which accounts to open first for a product like ours.

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

• Represent the US channel internally, feeding partner data and field reality back into product, marketing, and supply decisions.

Who You Are

• Connected: You have a live, current rolodex of retail buyers and distributors in our specific departments — people who reply to your email immediately. At first interview we will ask who you could contact this week, in which department, when you last spoke and about what. At least one reference call is part of the final decision.

• Sell-through owner: You have personally run a retail or distributor launch through the first 90 days on shelf and can name the launch, the 90-day sell-through number, and how you knew it, whether you saw partner data or were told.

• Honest about failure: You have a launch that went badly — a product that sat — and can tell us specifically what you did about it in weeks 4 through 12.

• Two-sided operator: You work retail buyers and distributors as different jobs and are credible in both rooms.

• Reorder-motivated: You want to be paid on replenishment and sell-through percentage, not signatures, sell-in volume, or pipeline value, and you understand why a company would structure it that way.

• Built for pace: You are comfortable owning a territory outright in a company that has gone from 3 to 30 in six months and is well funded to keep moving.

• Nice to have, not required: Medical device or FDA-regulated experience (we have regulatory in-house), EMS category knowledge, CRM and pipeline tooling, trade marketing execution, international channel experience, formal team management.