Distribution & Channel Manager — LAVIOR

Advanced Wound & Skin Care


LAVIOR is seeking an experienced Distribution & Channel Manager to expand our U.S. distribution network and drive sales through national distributors, regional partners, and durable medical equipment (DME) suppliers.


This role requires direct experience working with McKesson, Cardinal Health, Henry Schein, Medline, DME suppliers, and other healthcare distributors, with a proven record of building productive partnerships and generating measurable revenue.


Responsibilities

• Develop and execute LAVIOR’s distribution and channel growth strategy.
• Manage and expand relationships with national distributors, regional distributors, and DME partners.
• Secure product listings and manage vendor onboarding, item setup, catalog placement, and partner launch activities.
• Negotiate distribution agreements, pricing, commercial terms, and promotional programs.
• Build joint business plans with clear sales targets, account priorities, and performance expectations.
• Train and engage distributor sales teams to generate demand and increase product adoption.
• Coordinate with LAVIOR’s sales team and independent representatives to convert opportunities into orders through distribution partners.
• Track distributor purchases, sales to end customers, inventory levels, and reorder activity; address gaps affecting growth.
• Work with operations to support forecasting, product availability, and order fulfillment.
• Manage channel pricing, account alignment, and channel conflicts.
• Maintain accurate sales forecasts and report partner performance to leadership.

Required Qualifications

• Proven, hands-on experience working with McKesson, Cardinal Health, Henry Schein, and Medline, as well as DME suppliers and other medical distributors.
• Established relationships with distributor category managers, buyers, vendor management teams, and sales leadership.
• Demonstrated success securing distribution agreements, launching products, and growing sales through channel partners.
• Experience in wound care, medical devices, medical supplies, or a closely related healthcare category.
• Strong understanding of distributor requirements, pricing structures, margins, rebates, chargebacks, and inventory management.
• Ability to turn product placement into active sales and repeat orders.
• Strong negotiation, relationship management, presentation, and analytical skills.
• Ability to work independently and travel as needed.

Preferred Qualifications

• Experience with advanced wound care products, including collagen dressings and hydrogels.
• Familiarity with DME reimbursement considerations and healthcare purchasing channels.
• Experience supporting GPO agreements and coordinating independent sales representatives.

Measures of Success

• New distribution partnerships and product listings secured.
• Revenue and repeat-order growth through existing partners.
• Increased engagement and sales activity from distributor sales teams.
• Healthy channel inventory and reliable forecasts.
• Profitable, lasting distributor relationships.