Head of Channel Sales

The supplements business has a strong DTC foundation. The next chapter is multi-channel — and this role owns that build entirely.

The Head of Channel Sales is responsible for growing non-DTC revenue across wholesale, marketplaces, hospitality, and lifestyle retail — both by opening new accounts and by growing what already exists. This requires someone who is equally comfortable hunting new distribution and farming existing partnerships with the same level of discipline and attention.

This is not a role for someone who inherits a channel plan. There is real infrastructure to build from near-zero, real accounts to open, and a commercial model to establish that will define how the supplements business scales over the next two years.

1. Channel Development — Hunter

Identify and open new distribution opportunities across priority channels. This is the primary focus of the role.

• Build distribution within premium fitness environments — a targeted, relationship-led approach where the product is experienced in context, not just stocked

• Launch and scale marketplace presence, with Amazon as the primary channel — including managing the agency relationship

• Identify and open wholesale accounts across specialist performance retail and premium lifestyle environments — quality over volume

• Develop the hospitality channel — formalise existing relationships and selectively expand into aligned premium environments

• Build early traction in new channels with commercial discipline from day one — every account needs a clear role and a margin rationale

Output: New distribution opened across priority channels, with clear commercial terms, pricing structures, and brand alignment from the outset.

2. Channel Management — Farmer

Own the ongoing performance and growth of existing distribution partnerships.

• Manage and grow key existing accounts — performance retail, hospitality, and wholesale

• Audit inherited accounts and relationships — understand what's working, what isn't, and what needs to change

• Rationalise the long-tail account base — consolidate or exit accounts that create operational drag without strategic value

• Ensure partners execute the brand correctly across all touchpoints — product presentation, pricing, positioning

• Build commercial partnerships with genuine longevity — not just accounts that are open, but relationships that grow

Output: Existing channels performing above their baseline, with clear growth plans per account and a rationalised partner base.

3. Marketplace Development

Own the Amazon channel end-to-end, including managing the agency relationship.

• Launch and scale Amazon as a structured, disciplined revenue channel

• Manage product listings, advertising campaigns, pricing, and commercial performance

• Ensure marketplace execution reflects brand positioning — controlled, premium, not promotional

• Coordinate operational readiness with the Operations Lead to ensure supply supports demand

Output: Amazon established as a meaningful, margin-aware revenue channel — not an opportunistic side channel.

4. Pricing and Commercial Discipline

Own pricing and commercial structures across all non-DTC channels.

• Define pricing structures for wholesale, retail, and marketplaces — protecting margin at every level

• Prevent pricing conflict between DTC and partner channels — DTC price integrity is non-negotiable

• Ensure every commercial agreement is structured to support long-term economics, not just account opening

• Think in contribution margin — understand CM1, CM2, and CM3 for every channel and act accordingly

Output: Pricing structures and commercial agreements in place that protect overall channel economics and prevent margin erosion.

5. Cross-Functional Collaboration

Work closely with the Head of Product on SKU-by-channel architecture — the right product in the right environment, not the full catalogue everywhere. Collaborate with Operations to ensure commercial demand is matched by supply readiness. Align with Marketing on channel launches and partner brand execution. Support Finance with channel revenue forecasting and commercial inputs.

You are responsible for bringing commercial rigour to planning conversations — not just executing requests.

• 10+ years experience building commercial channels within a consumer product brand — opening accounts, not just managing them

• Wholesale distribution — comfortable working at buyer and sales director level, understanding trade terms and ranging conversations

• Marketplace experience — specifically Amazon, including listings, advertising, and commercial management

• Multi-channel exposure across DTC, wholesale, and at least one of: retail, marketplaces, or international distribution

• Strong commercial awareness — margin, pricing, and contribution economics, not just revenue

• Clear communicator who can build a business case, present a recommendation, and hold a position

• Organised and process-minded — able to build structure where little exists

What Good Looks Like

• New accounts are opened with commercial discipline — the right channels, the right terms, the right products

• Existing accounts grow above their baseline — and you have a clear view of why and how

• Amazon operates as a structured, brand-consistent revenue channel with pricing that supports DTC

• Every channel has a defined role in the business — not just a revenue line, but a purpose

• The supplements business evolves from primarily DTC into a controlled, multi-channel operation — without losing margin or brand positioning in the process

MARCHON is the UK's premium performance-lifestyle ecosystem — one brand that helps driven people train, fuel and dress for a life without limits. World-class coaching sits at the centre, backed by certified performance nutrition and movement-ready apparel, all amplified by our beacon gyms.

Founded by ex-England rugby player and CEO Ollie Marchon, the company has grown from a single HQ club to a true omni-channel offering: the Train app, a fast-scaling supplement line, and physical hubs that bring the experience to life.

We're still small enough that every new teammate leaves fingerprints on the product, yet the momentum is real. Our 2026 plans are ambitious — we're making a step-change in evolving our ecosystem across training, supplements and apparel.

If you care about high standards, straight talk and making a visible impact, you'll feel at home here. Join us while there's still room to shape the journey.