OverviewEvery customer deserves somebody who can effectively help organize and orchestrate them towards success. The Sales Director, Pet Channel owns strategy and execution for Pet Specialty retailers and distributors, combining big-picture planning with hands-on account leadership to deliver revenue, profit, distribution, and velocity. This role develops top-to-top customer relationships, leads the Pet Channel team, manages channel trade within guardrails, and champions in-store and online excellence. The Director is responsible for the planning, forecasting, trade, data-driven selling, and team performance for the Pet channel, while collaborating with the Non-Pet Director to harmonize price-value slopes, trade architecture, and selling standards. This is a player-coach role, requiring the direct management of a small number of accounts. Final enterprise strategy, pricing/trade guardrails, cross-channel budget arbitration, and SLT representation sit with the CCO. Key Responsibilities: Key ResponsibilitiesRevenue Growth Strategy Build and own the Pet Channel annual plan (topline, mix, trade, contribution), resource plan, and budget; set monthly/quarterly targets and accountability cadences for KAMs and brokers/distributors. Align customer planswith brand strategy; ensure exceptional sell-in, distribution, and on-shelf velocity for launches and core. Trade strategy and executionwithin CCO-set guardrails; optimize price-pack architecture (with Product Management) and trade ROI by account. Personal book of businesswithin the Pet Channel, with complete accountability for annual plans, JBPs, terms and promo negotiation, pricing/trade, mix, profit, and execution. Contribution margindelivery for the channel and for direct accounts; proactively identify margin erosion drivers and implement corrective action plans. Terms governance : maintain current, documented terms for key accounts, ensure renewal timelines are met, and escalate exception requests outside guardrails with a clear business case. Data, Insights, and Forecasting Utilize retailer portals, distributor data, and syndicated sources (e.g., Nielsen) to shape plans, category narratives, pipeline health, and forecast accuracy. In-store and digital shelf excellencein Pet Specialty; set execution standards and KPIs (distribution, facings, share of shelf, search/content, ratings/reviews). CRM discipline(Salesforce) across the team for activities, pipeline, and close rates; improve forecast accuracy and bias management. Forecast processwith Finance and S&OP to align a formal forecast sign-off process for the channel. Chargebacksand deductions management for the channel in partnership with Finance. Customer and Market Development Build/deepen strategic top-to-top relationships with key pet retailers and distributors; lead JBPs and unlock distribution, premium placement, and activation. New opportunitiesto expand Earth Rated’s footprint in Pet Specialty and distribution. Deal quarterbackfor complex negotiations/escalations on team accounts, stepping in selectively to close strategic gaps while preserving day-to-day ownership with KAMs. Direct accounts development , leading line reviews and JBPs, securing distribution, premium placement, and activation. Leadership & Collaboration Build, coach, organize, and performance-manage the Pet Channel team; ensure capabilities match strategy and targets. Co-leadweekly sales meetings with Sales Director, Non-Pet. QBR readinessfor internal meetings. Cross-functional collaborationwith Marketing, S&OP/Supply Chain, Finance, E-Comm, and EU/UK KAM to deliver integrated plans and remove commercialization barriers. Team developmentand career growth, ensuring capabilities to deliver the business strategy. Relationship managementwith customers and internal partners; strong communication skills. Account coverage optimizationand reallocation as needed to balance capacity and opportunity. Forecast reviewsand coaching for pipeline quality and trade ROI. Distributor/broker/rep performancemanagement where applicable; set KPIs, conduct regular reviews, and train for launches and priorities. Risk managementand contingency planning; surface top risks early and drive mitigation with cross-functional partners. People & Culture Participate in recruitment as needed; performance management, development, employee relations in collaboration with P&C. Our ideal candidate has: 8+ years of Pet channel experience: extensive experience with Pet retailers and industry understanding. US market expertise: proven track record in the US pet market (must-have). Sales leadership experience: currently in a Sales Director role (or similar) with broad scope and responsibility. People management experience: direct management of KAMs/NAMs. Some pack perks: Health & Dental Insurance funded 100% by Earth Rated Virtual health care & consulting services through Consult+ Every-day catered gourmet lunches, snacks, and hot beverages A collaborative work environment Paid vacation time off including an office closure from December 24 to January 1 inclusively Access to a massage therapist The ability to bring your dog to work! Earth Rated is committed to diversity, equity, inclusion, & belonging. We value all of our team members and candidates as unique individuals, and we welcome the variety of experiences they bring to our company. We believe that every person should be treated equally regardless of race, sex, gender identification, sexual orientation, national origin, native language, religion, age, disability, marital status, citizenship, genetic information, pregnancy, or any other characteristic protected by law.#J-18808-Ljbffr