Director, Wholesale Partnerships & Distribution

Eko•Emeryville, CA

1d•$180,000 - $200,000•Hybrid

About The Position

Eko Health is a rapidly growing digital health company focused on using AI and digital tools to help healthcare providers detect heart and lung disease. Their FDA-cleared products are used by hundreds of thousands of clinicians globally. Eko has strong venture capital backing and has been recognized by TIME magazine as a top healthcare technology company. They are committed to building a mission-driven, high-performing, talented, and diverse team. The company is headquartered in Emeryville, California.

Requirements

Bachelor’s degree or equivalent practical experience; advanced degree a plus.
10+ years of experience in channel sales, distribution, partnerships, international sales, business development, or related commercial roles.
Significant experience managing reseller, distributor, or wholesale channels, ideally within medical devices, healthcare, or another premium physical-product category.
Demonstrated experience owning meaningful revenue targets and delivering sustained commercial growth.
Experience building and managing international distributor relationships across multiple countries or regions.
Strong understanding of wholesale economics, pricing, margins, discounts, forecasting, and channel strategy.
Demonstrated ability to negotiate complex commercial agreements, including pricing, volume commitments, territories, and exclusivity.
Strong financial and analytical skills, with the ability to build forecasts, evaluate partner economics, and make data-driven investment decisions.
Experience collaborating closely with supply chain and operations teams on demand planning, inventory, and order fulfillment.
Exceptional relationship-management skills and the ability to build credibility with external executives and internal senior leaders.
Excellent written, verbal, and executive presentation skills.
Proven ability to manage multiple high-priority workstreams in a fast-moving environment.
A hands-on, entrepreneurial mindset with a willingness to move fluidly between high-level strategy and detailed execution.

Nice To Haves

Experience in medical devices or another regulated healthcare environment strongly preferred.
Experience working in an entrepreneurial or high-growth company environment preferred.

Responsibilities

Lead and grow Eko’s global reseller, distribution, and brand-partnership business.
Determine where and how Eko expands through third-party distribution.
Identify and recruit high-value partners.
Establish channel pricing and commercial structures.
Own revenue performance across the portfolio.
Directly manage key partners, negotiate agreements, conduct joint business planning, build forecasts, and oversee purchase orders.
Own Eko’s global reseller and distribution strategy, including market prioritization, partner segmentation, channel structure, and long-term growth planning.
Identify countries and regions for distributor expansion.
Evaluate market potential, competitive dynamics, regulatory considerations, and channel economics.
Determine appropriate partner models within each market.
Own bookings and revenue performance for Eko’s partnerships and reseller channel.
Establish annual and multi-year revenue plans and translate them into partner-level targets.
Develop accurate monthly, quarterly, and annual forecasts.
Regularly review business performance and identify actions to accelerate growth or mitigate risk.
Develop wholesale pricing strategies.
Establish appropriate discount structures, minimum purchase commitments, MAP policies, and promotional guardrails.
Evaluate and negotiate territory, category, product, and channel exclusivity.
Build and maintain a pipeline of prospective distributors, resellers, and strategic brand partners globally.
Personally engage high-priority prospective partners and own relationships from initial outreach through commercial negotiation and launch.
Lead negotiations on pricing, volume commitments, territories, exclusivity, marketing expectations, and other commercial terms.
Partner with Legal, Finance, Quality, Regulatory, and other internal teams to bring new agreements through contracting and launch.
Serve as a senior commercial contact for Eko’s most important global partners.
Build strong relationships with partner executives, commercial leaders, buyers, and operating teams.
Lead regular joint business planning and performance reviews with priority partners.
Develop partner-specific growth plans.
Identify underperforming partnerships and establish clear plans to improve performance.
Translate partner forecasts and commercial plans into actionable demand forecasts for Eko.
Work closely with Supply Chain and Operations on demand planning, inventory, and order fulfillment.
Maintain visibility into upcoming and in-process purchase orders.
Establish scalable processes and operating rhythms that improve forecast accuracy and order execution.
Ensure partners have the product knowledge, commercial tools, marketing assets, training, and support needed to successfully represent Eko.
Collaborate on partner-specific launch and growth initiatives.
Use partner and market feedback to inform Eko’s broader product positioning, pricing, assortment, and go-to-market strategy.
Serve as the voice of Eko’s reseller and distribution partners internally.
Work closely with various internal teams to execute channel initiatives.
Surface market insights, partner feedback, risks, and opportunities to senior leadership.
Build clear operating processes and accountability across teams to enable scalable growth.
Lead, develop, and support members of Eko’s Partnerships organization.
Establish clear goals, priorities, operating cadences, and accountability across the team.
Balance delegation with a willingness to remain personally engaged in high-priority commercial and operational work.