The Situation

Dr Rossi, a double board-certified dermatologist and derm surgeon, launched a skincare line rooted in clinical research and innovation. I came on board as a consultant serving as Director of Professional Services to build the professional channel from the ground up. With no wholesale infrastructure or sales process in place, the opportunity was wide open — and so was the challenge.

The Challenge

The skincare space is crowded and competitive, and providers are discerning. We needed to establish credibility fast, win early adopters, and create systems that wouldn’t just get us started, but would also scale as we grew into new markets.

What I Did

• Designed the professional channel strategy, including pricing models, wholesale order flows, and CRM tracking for 75+ target accounts.

• Rolled up my sleeves to handle outreach, sample distribution, and relationship-building with dermatologists, plastic surgeons, and med spas.

• Built infrastructure from scratch — lead pipelines in Zoho CRM, sales tracking tools, and dashboards to monitor adoption and retention.

• Partnered with physicians and practice managers on education, launch support, and co-branded marketing to accelerate adoption.

• Collected and acted on real-time feedback from practices to continuously refine our go-to-market approach.

The Impact

• Launched the first two wholesale accounts within the first three months.

• Put scalable infrastructure in place that now supports 75+ active targets and growing.

• Built awareness and credibility through peer-to-peer engagement and endorsements.

• Positioned Dr Rossi as a differentiated, science-backed brand in the professional skincare market.

My Takeaway

Scaling is equal parts persistence and precision. The systems matter, but relationships matter just as much. This experience is teaching me how to balance both — building trust with providers while creating the structures that set us up for long-term success.