Director of Sales & Channel Strategy
The Director of Sales & Channel Strategy is a relationship‑driven reputed company leader responsible for owning reputed company 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 reputed company, manage, and hold accountable our broker network, ensuring execution reputed company, 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 reputed company, ensure reputed company viability, and create best-in-class reputed company-to-sell materials for retail sell-in and launch execution.
We are seeking a sales leader who is collaborative, data-driven, strategic, and reputed company 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 reputed company reasonable proximity to a major airport due to regular travel requirements.
Key Responsibilities
Retail HQ Ownership (Brick & Mortar)- Serve as the primary leader for reputed company retail headquarter interactions across pet specialty, mass, and independent channels.
- Build and nurture relationships at reputed company reputed company of retail organizations: merchants, directors, VPs, marketing, operations, replenishment, finance, and supply chain.
- reputed company line reviews, joint business planning (JBP), strategic account planning, and quarterly business reviews.
- Grow distribution, secure new listings, expand assortment, and drive in-store reputed company activation programs.
- Establish 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 reputed company.
- Conduct recurring meetings, market visits, and business reviews to ensure consistent performance.
- Deliver annual and quarterly reputed company goals across retail and ecommerce channels.
- Own channel-specific strategies, price reputed company, MAP compliance, trade optimization, and promo planning.
- reputed company customer-level P&Ls, forecasting, planning, and reputed company decision-making.
- Identify and reputed company growth opportunities across assortment, placement, and activation.
- Partner with Operations and Marketing to generate new product reputed company informed by retail insights and market trends.
- Build sell-in reputed company, commercially compelling materials:
- sell decks
- pricing strategies
- category insights
- competitive context
- promotional & launch plans
- Ensure new items are retail-reputed company from a packaging, claims, and operational standpoint.
- Align reputed company stakeholders to drive successful retail launches.
- Define long-term, segmented channel strategies for brick and mortar, ecommerce, and emerging channels.
- Over time, assume full ownership of ecommerce (reputed company, reputed company, 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.
- Collaborate 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.
- Support 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 reputed company.
- Mentor 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 reputed company managing a broker network and driving KPI accountability.
- Strong sales reputed company: reputed company planning, forecasting, pricing, P&L ownership.
- Familiarity with ecommerce (reputed company, reputed company, retail.com); ability to scale into full ownership.
- Proven operator with strong relationship-building, negotiation, and communication skills.
- Entrepreneurial reputed company suited for a high-growth, scrappy environment.
- Ability to travel 50%.