Director, Wholesale Partnerships

Job description

### About Eko Health Eko builds AI and digital tools to enable every healthcare provider to more accurately detect heart and lung disease – the leading causes of death globally. Our FDA cleared, industry leading products are used by hundreds of thousands of clinicians on millions of patients around the world. With Eko, clinicians can detect cardiac and pulmonary disease with higher accuracy, diagnose with more confidence, manage treatment effectively, and ultimately give their patients the best care possible. We have strong venture capital backing from investors like Artis Ventures, Questa Capital, Highland Capital, and Mayo Clinic Ventures. Recognized by TIME magazine in 2025 as one of the world’s top healthcare technology companies, Eko is one of the fastest growing digital health companies with products used around the world at some of the most prestigious health systems. We have more than 8 FDA clearances including novel AI algorithms, and we invest heavily in quality clinical research and R&D to build and validate exceptional products for patients we care deeply about. We’ve built a mission driven, high performing, talented, and diverse team of engineers, physicians, PhD’s, creatives, and technologists. We are committed to investing in each other and our mission to ensure all patients have access to high quality care. We are headquartered in Emeryville, California and privately-held with world class investors and partners. ## Role Summary At Eko, we’re advancing how healthcare professionals detect and monitor heart and lung disease. Our portfolio combines digital stethoscopes, ECG technology, provider software, and FDA-cleared AI to give clinicians powerful tools to identify disease earlier and make more confident decisions at the point of care. Today, more than 750,000 Eko devices have been sold to healthcare professionals around the world, and we continue to expand the ways clinicians can access Eko through our direct business, healthcare institutions, and a growing global network of commercial partners. We’re looking for a **Director, Wholesale Partnerships** to lead and grow Eko’s global reseller, distribution, and brand-partnership business. This is a senior commercial leadership role for someone who is equally comfortable setting strategy and executing it personally. You will determine where and how Eko expands through third-party distribution, identify and recruit high-value partners, establish channel pricing and commercial structures, and own revenue performance across the portfolio. At the same time, you will stay close to the business: directly managing key partners, negotiating agreements, conducting joint business planning, building forecasts, overseeing purchase orders, and working cross-functionally to ensure Eko delivers for its partners. This is not a traditional corporate “strategic partnerships” role. Our partners are an extension of Eko’s commercial organization. They purchase Eko products in bulk and sell them to clinicians, clinics, hospitals, health systems, and—in some cases—other downstream resellers. The portfolio also includes brand relationships in which partners may sell co-branded Eko products directly to their customers. You will own and evolve the playbook for how Eko identifies, activates, manages, and scales these partners globally. ## Essential Functions ### **Global Channel & Distribution Strategy** - Own Eko’s global reseller and distribution strategy, including market prioritization, partner segmentation, channel structure, and long-term growth planning. - Identify the countries and regions where distributor expansion can meaningfully increase Eko’s reach and revenue. - Evaluate market potential, competitive dynamics, regulatory considerations, and channel economics to prioritize expansion opportunities. - Determine the appropriate partner model within each market, including direct resellers, master distributors, downstream distribution, and brand partnerships. ### **Revenue & Commercial Ownership** - Own bookings and revenue performance for Eko’s partnerships and reseller channel. - Establish annual and multi-year revenue plans and translate those plans into partner-level targets and initiatives. - Develop accurate monthly, quarterly, and annual forecasts based on partner performance, pipeline, anticipated purchase orders, inventory availability, and market conditions. - Regularly review business performance and identify actions required to accelerate growth or mitigate risk. ### **Pricing & Channel Economics** - Develop wholesale pricing strategies that balance partner economics, Eko contribution margin, competitive positioning, and long-term channel health. - Establish appropriate discount structures, minimum purchase commitments, MAP policies, and promotional guardrails. - Evaluate and negotiate territory, category, product, and channel exclusivity when appropriate. - Partner closely with Finance to evaluate the economics of new partners and commercial structures. ### **Partner Development & Expansion** - 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. ### **Partner Relationship Management** - 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 encompassing sales targets, product launches, marketing initiatives, geographic expansion, and new customer opportunities. - Identify underperforming partnerships and establish clear plans to improve performance. ### **Forecasting, Inventory & Order Execution** - Translate partner forecasts and commercial plans into actionable demand forecasts for Eko. - Work closely with Supply Chain and Operations to align partner demand with inventory availability and production planning. - Maintain visibility into upcoming and in-process purchase orders and ensure orders move efficiently from receipt through fulfillment. - Stay close enough to execution to personally help resolve order, inventory, pricing, shipping, payment, or partner issues when needed. - Establish scalable processes and operating rhythms that improve forecast accuracy and order execution as the channel grows. ### **Partner Enablement & Go-to-Market** - Ensure partners have the product knowledge, commercial tools, marketing assets, training, and support needed to successfully represent Eko. - Collaborate with Growth Marketing, Ecommerce, Product Marketing, and Creative teams 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. ### **Cross-Functional Leadership** - Serve as the voice of Eko’s reseller and distribution partners internally. - Work closely with Supply Chain, Finance, Legal, Quality, Regulatory, Ecommerce, Marketing, Product, and Customer Experience to execute channel initiatives. - Surface market insights, partner feedback, risks, and opportunities to senior leadership and influence broader company priorities. - Build clear operating processes and accountability across teams to enable scalable growth. ### **Team Leadership** - 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. ## Required Qualifications - 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. - Experience in medical devices or another regulated healthcare environment strongly preferred. - Experience working in an entrepreneurial or high-growth company environment preferred. ### Why join Eko Health? ### **Benefits and Perks We Offer:** - The opportunity to work on products that impact the health of millions of people. - Generous paid-time off - Stock incentive plans - Medical/Dental/Vision, Disability + Life Insurance - One Medical membership - Parental Leave - 401k Matching - Learning and Development stipend **We believe the ability to listen is the ability to care. Eko was named one of the World’s Top HealthTech Companies of 2025 by TIME and Statista. This honor reflects the mission to transform cardiac and pulmonary care through AI-powered stethoscopes and digital health solutions.** [Case Studies & Customer Stories](https://www.ekohealth.com/blogs/customer-stories) [Eko Blog](https://www.ekohealth.com/blogs/eko-blog) [Newsroom](https://www.ekohealth.com/blogs/newsroom) ### Work Experience & Location Requirements - This role is based out of our office in Emeryville, CA - This is a Hybrid role (In-Office days are Tuesday, Wednesday and Thursday) - Prolonged periods of sitting and working at a computer - Must be able to perform job duties with or without reasonable accommodation