Senior Manager of Practitioner Wholesale (HCP)

This role owns B2B sales to independent healthcare (HCP) and wellness practices (e.g., functional medicine, chiropractic, PT, sports performance, med spa, nutrition, integrative clinics) through practitioner (HCP) wholesale programs (resale/clinic dispensing). This is not hospital/IDN/GPO institutional selling and not retail grocery/CPG account management.

Key Responsibilities:

• Own overall revenue growth, forecasting, and performance for the Practitioner Wholesale channel
• Develop and execute a multi-year strategy to scale practitioner wholesale domestically and, where appropriate, internationally
• Lead, mentor, and develop the practitioner wholesale sales team, including identifying opportunities for future headcount as volume grows
• Identify and qualify larger inbound and outbound opportunities, routing them appropriately across the team
• Partner closely with Marketing, E-commerce, and Sales Operations to ensure coordinated campaigns, messaging, and timing across wholesale and retail channels
• Guide practitioner-specific tone, content, and education strategies distinct from retail marketing efforts
• Collaborate on paid advertising, email, SEO, and digital initiatives to proactively target healthcare practitioners
• Identify and prioritize relevant trade shows, conferences, and industry events for practitioner outreach and brand growth
• Evaluate international practitioner opportunities, understanding regulatory considerations, labeling requirements, and country-specific nuances
• Build a scalable operating model that balances inbound demand with proactive growth initiatives
• Establish KPIs, metrics, and reporting cadence to track performance and guide decision-making

Qualifications:

• Bachelor’s degree in Business, Marketing, Life Sciences, or a related field, or equivalent experience
• 8 years of progressive sales experience, with significant exposure to healthcare practitioners or professional wholesale channels
• 3 years of sales leadership experience, including managing and developing sales teams
• 5 years selling physical products (supplements, devices, consumables, diagnostics, med spa supplies, rehab products, etc.) into independent practices via a wholesale or professional channel
• Proven success scaling a practitioner-focused or B2B wholesale sales channel
• Demonstrated ability to operate as a player–coach, balancing strategy with direct account ownership
• Strong understanding of the healthcare practitioner landscape (e.g., physicians, functional medicine, chiropractic, performance, or allied health)
• Experience partnering cross-functionally with Marketing, Sales Operations, and E-commerce teams
• Excellent strategic thinking, communication, and execution skills in a growth-oriented environment