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San Francisco, California, United States
Hybrid
About Pendulum
Pendulum® is leading a revolution that is occurring around the world to improve physical and mental health by first understanding, then restoring and enhancing the human microbiome.
Studies have shown that our microbiome (the bacterial communities + in and on our bodies) is linked to everything from metabolism and diabetes, to longevity, weight loss, healthy immune systems, cancer prevention, feelings of well-being, inflammatory bowel disease, and even healthy skin. We have just scratched the surface on understanding the impact that our microbiome has on our lives. During early life we develop a diverse and balanced microbiome that plays a critical role in shaping our long-term health. Over our lives, a combination of diet, lifestyle, antibiotics, and aging can decrease the effectiveness of our microbiome.
Pendulum recognized the enormous impact they could have on people’s lives if they were able to address the imbalances in the microbiome. To accomplish this, Pendulum created proprietary probiotic pipelines and a unique discovery platform to identify key, novel bacterial strains and the prebiotics that feed them. The company has also built and developed the world’s first manufacturing technology to produce bacteria in an anaerobic (oxygen-free) environment at scale.
The medical probiotics that Pendulum has formulated have transformed the consumer probiotics market into a new category of therapeutic offerings that deliver the power and efficacy of a pharmaceutical with the safety and accessibility of a natural probiotic. Due to Pendulum’s explosive revenue and customer growth over the last two years, the company earned a spot on Forbes Magazine’s exclusive “The Next Billion Dollar Startups” list.
If you’re interested in improving the lives of people globally and you love working in a cross-functional, collaborative, inspiring environment, please continue reading.
The Opportunity
We are seeking a Director, Healthcare Revenue to build and lead the strategy for growing our healthcare practitioner (HCP) channel, spanning our direct HCP business and healthcare marketplace partners.
This person will be both a high-level strategic thinker and a hands-on operator - setting the vision for the channel while rolling up their sleeves to recruit, activate and grow relationships with practitioners and strategic partners. They will own channel revenue and the architecture that delivers it, build a scalable direct-sales model, including a commission-based, practitioner-led sales network, and manage and optimize strategic partnerships, such as Fullscript.
The ideal candidate is a quantitative, goal- and impact-driven leader who enjoys collaborating cross-functionally with Marketing, Data, Revenue Operations, Supply Chain and Finance, and can translate insights into action, motivate others, and drive meaningful growth.
Define Channel Strategy. Establish the strategic vision for how we grow our healthcare channel, including how we build and expand inbound, outbound and strategic partnerships, and the infrastructure needed to support these relationships.
Own Channel Revenue Targets & Business Plans. Own revenue targets, forecasting and account performance across the HCP channel, and develop and implement the annual business plans and growth strategies for the direct HCP business as well as our healthcare marketplace partners.
Build and Optimize Channel Infrastructure. Partner with Product, Marketing, Data, Supply Chain, Demand Planning, Revenue Operations and Finance to develop and implement the architecture necessary to scale the channel, including CRM stages/workflows, practitioner qualification, product and pricing, reseller controls (including MAP enforcement), fulfillment needs and practitioner support.
Design a Digital-First Experience. Leverage Pendulum’s DTC expertise in website, email and lifecycle marketing into a scalable engine for HCP communication, activation and retention.
Structure & Manage Sales Network. Structure, recruit and manage a lean, commission-based sales network, and define the role, sequencing and economics of any future in-house sales hires.
Develop & Grow Strategic Partnerships. Build and expand executive-level relationships with buyers, category managers and partners, and lead negotiation of commercial agreements and joint business planning.
Enhance Joint Marketing Efforts. Develop and execute partner marketing programs, including promotional planning, merchandising initiatives, digital shelf optimization, educational campaigns, trade marketing and co-marketing opportunities that drive awareness, conversion and customer acquisition.
Drive Pendulum’s Credibility Engine. Partner with Product, Marketing, Regulatory and Clinical on practitioner-led KOL programs, educational events and published research that lift every channel and strengthen Pendulum's leadership position within the microbiome, metabolic health and broader functional wellness categories.
Evolve Long-Term Vision. Leverage deep knowledge of industry trends, competitive insights, regulatory changes, evolving consumer health preferences and partner feedback to identify emerging opportunities, in order to define our long-term healthcare channel strategy as the business scales.
8+ years of sales, business development, account management or commercial leadership experience.
Experience in healthcare, supplements, probiotics, functional or consumer health, science-driven wellness or adjacent categories.
Direct experience working with healthcare practitioners, healthcare market places, commerce platforms and distributors, or specialty wellness channels.
Demonstrated experience growing a direct HCP, clinical or B2B channel from early scale to meaningful revenue, leveraging a digital-first approach.
Proven success managing practitioner accounts and strategic channel partnerships, exceeding revenue targets while building the systems and processes that sustain them.
Strong quantitative orientation, including channel metrics, with the ability to translate business questions into analytical ones for the Data team.
Strong commercial negotiation and joint business planning experience.
Deliver healthcare channel revenue growth that meets or exceeds Annual Operating Plan (AOP) targets.
Drive efficient and profitable growth through effective promotional planning that hits contribution margin objectives and improves return on marketing and trade spend.
Drive new customer acquisition and retention through evolution of our direct HCP business and strategic marketplace partnerships.
Expand existing strategic accounts while maintaining high partner retention and long-term relationship strength.
Strengthen and maintain Pendulum's reputation as a trusted, science-backed leader among healthcare providers, supporting practitioner confidence, recommendation and advocacy.
