Director of Sales & Channel Strategy

The Director of Sales & Channel Strategy is a relationship‑driven commercial leader responsible for owning all headquarters-level retail partnerships across brick-and-mortar and shepherding the business across ecommerce, emerging channels, and long-term strategic growth. You will be the face of the organization to our retail partners building and maintaining relationships at every level (merchant, senior leadership, operations, supply chain, finance). You will also lead, manage, and hold accountable our broker network, ensuring execution excellence, KPI performance, and deep alignment between our goals and field activation. This position plays a critical role in new product development, partnering with Marketing and Operations to support idea generation, ensure commercial viability, and create best-in-class ready-to-sell materials for retail sell-in and launch execution.We are seeking a sales leader who is collaborative, data-driven, strategic, and relentless in “getting to yes.” Over time, this role will assume full ownership of ecommerce strategy and evaluate new channel opportunities to fuel accelerated growth.This role is remote, with a preference for candidates based in the central United States and within reasonable proximity to a major airport due to regular travel requirements.
Key Responsibilities
Retail HQ Ownership (Brick & Mortar)Serve as the primary leader for all retail headquarter interactions across pet specialty, mass, and independent channels.Build and nurture relationships at all levels of retail organizations: merchants, directors, VPs, marketing, operations, replenishment, finance, and supply chain.Lead line reviews, joint business planning (JBP), strategic account planning, and quarterly business reviews.Grow distribution, secure new listings, expand assortment, and drive in-store and digital activation programs.Broker Leadership & AccountabilityEstablish clear KPIs tied to execution, distribution, sales velocity, promo performance, and field reporting.Hold brokers accountable for results, while equipping them with the tools, data, and direction needed for success.Conduct recurring meetings, market visits, and business reviews to ensure consistent performance.Sales Leadership & Revenue GrowthDeliver annual and quarterly revenue goals across retail and ecommerce channels.Own channel-specific strategies, price ladders, MAP compliance, trade optimization, and promo planning.Lead customer-level P&Ls, forecasting, planning, and commercial decision-making.Identify and close growth opportunities across assortment, placement, and activation.New Product Development SupportPartner with Operations and Marketing to generate new product ideas informed by retail insights and market trends.Build sell-in ready, commercially compelling materials: sell deckspricing strategiescategory insightscompetitive contextpromotional & launch plansEnsure new items are retail-ready from a packaging, claims, and operational standpoint.Align internal and external stakeholders to drive successful retail launches.Channel Strategy & Future Ecommerce OwnershipDefine long-term, segmented channel strategies for brick and mortar, ecommerce, and emerging channels.Over time, assume full ownership of ecommerce (Amazon, Chewy, retailer.com, DTC).Evaluate and recommend channel expansion opportunities based on margin, operational feasibility, and brand strategy.Ensure healthy guardrails: margin structure, freight considerations, supply chain readiness, and brand consistency.Marketing Partnership & Customer GrowthCollaborate with Marketing on integrated go-to-market, performance campaigns, retail media, and in-store activation.Ensure campaigns align with retailer objectives, category trends, and shopper behavior.Inform creative development—claims, packaging, hero images, A+ content, merchandising strategies.Planning, Reporting & Operational ExcellenceSupport S&OP inputs including demand forecasting, promo lifts, new item ramps, and supply alignment.Manage pricing, deductions, and trade accruals in partnership with Finance.Build dashboards and reporting cadences across sell-in, sell-through, OTIF, inventory health, and retail media performance.Use data tools to drive decisions.Leadership & CultureMentor a high-performance team on the broker team of account managers and key account leads.Foster cross-functional alignment across Marketing, Finance, Supply Chain, and Leadership.Model a “getting to yes,” solution-oriented, collaborative approach across the organization and with partners.
Skills, Knowledge and Expertise
8–12+ years in CPG sales, key account management, or channel strategy (pet preferred; adjacent CPG accepted). Deep experience owning brick-and-mortar retail HQ relationships. Demonstrated success managing a broker network and driving KPI accountability. Strong sales foundation: commercial planning, forecasting, pricing, P&L ownership. Familiarity with ecommerce (Amazon, Chewy, retail.com); ability to scale into full ownership. Proven operator with strong relationship-building, negotiation, and communication skills. Entrepreneurial mindset suited for a high-growth, scrappy environment.Ability to travel 50%.
Benefits
Pay range and compensation packageThis position is eligible for company benefits including but not limited to medical, dental and vision coverage, life and short-term and long-term disability coverage, paid time off, 401K participation and company match, and more. The pay range for the position is $130,000-$160,000 based on experience.Equal Opportunity Statement We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, age, disability, veteran status, or any other status protected by law.

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