Director of Sales

Westminster Pet Products supplies retailers throughout the United States with premium quality treats, chews, training pads, grooming tools, toys, collars and leashes. The company serves a diverse retail landscape including Grocery, Mass, Club, Farm & Ranch, E-commerce, and National Pet Specialty channels. Westminster Pet Products’ vision is to be the most respected and well-run pet supply company in the United States and is committed to operating with the values of integrity, efficiency, accountability, collective intelligence and transparency. General Description / Primary Job Functions : Deliver profitable sales growth by expanding distribution, increasing assortment, strengthening customer relationships, and executing customer business plans within assigned retail channels. Lead the sales function for the assigned customers across all WPP brands, building partnerships with both broker networks and direct accounts to achieve best-in-class execution and profitable growth. Lead, develop and implement annual business plans to support the WPP growth agenda, tailoring strategies to the unique dynamics of Grocery, Farm & Ranch, and/or National Pet Specialty customers (pricing, promotion, assortment, and supply chain requirements). Own day-to-day account management of all customers assigned, including regular contact with the customer through market tours as well as on site broker/buyer meetings. Cultivate a deep understanding of each customer to maximize WPP’s runway within the brick-and-mortar retail stores. Develop a solid understanding of customer demand and order patterns, including high-volume forecasting, replenishment cycles, and promotional cadence typical of Grocery, Farm & Ranch, and/or National Pet Specialty environments. Drive growth within Grocery, Farm & Ranch and/or National Pet Specialty channels by identifying and securing new opportunities, expanding distribution, and optimizing assortment to meet the needs of retail partners. Duties & Responsibilities: Lead sales forecasting, planning and promotional investment strategy and execution for all assigned customers, including management of high-volume promotional calendars, retail specific funding requirements, and ROI optimization across Grocery, Farm & Ranch, and/or National Pet Specialty. Identify, pursue, and secure new business opportunities that expand distribution, assortment, and market penetration within assigned retail channels. Analyze each account’s sales performance and build strategic plans to deliver business growth leveraging syndicated data, customer POS trends and internal sales reporting to identify opportunities and risks. Identify underperforming accounts and work with them to develop and implement programs to improve sales performance including pricing, promotion, assortment and shelving strategies. Travel to customers to conduct planning and performance review meetings, present new products and build business relationships. Assist in building marketing plans and input into new product development ensuring alignment with customer needs, channel requirements, and competitive dynamics within Grocery, Farm & Ranch, and/or National Pet Specialty channels. Share insights and key learnings on existing customer base across the Sales team, including best practices across Grocery, Farm & Ranch, and/or National Pet Specialty channels. Represent the Company at industry trade shows and promotional events. Review monthly sales figures and account progress with senior management, providing clear, actionable insights and recommendations to drive performance. Lead Joint Business Planning (JBP) processes with key Grocery, Farm & Ranch, and/or National Pet Specialty customers, aligning on growth objectives, promotional plans, and execution strategies. Required Skills & Abilities: The ideal candidate will possess strong experience and demonstrated success within one or more of the following retail channels: Grocery, Farm & Ranch, and National Pet Specialty, with a proven track record of securing new distribution, expanding assortment, and driving profitable growth. Lives the company values: integrity, efficiency, accountability, collective intelligence and transparency. Demonstrated ability to build and achieve sales plans. Demonstrate understanding of Business Plans, P&L management, ROI analysis, promotional investment strategy, budget management and achieving results through others. Strategy development and problem-solving skills. Exceptional negotiation skills. Ability to build positive working relationships, both internally and externally. Ability to effectively present information and negotiate with all levels of management. Excellent communication skills, both verbal and written. Key Leadership skills and Measures for Success: Critical Leadership Capabilities Workload Management / Priority setting Drive for Results Problem Solving Analytical Skills Negotiating Business Acumen Organizational Agility Channel Planning & Best in Class Execution across Grocery, Farm & Ranch, and/or National Pet Specialty channels Success Measures: Sales & Profit Targets Forecast accuracy Sales Goals by Direct Account KPI trackers Key account management Brand and product distribution Education & Experience: Bachelor’s degree in finance, marketing, business or a related field. Seven or more years of experience in sales, preferably in a business-to-business environment within pet care or consumer packaged goods industry. Proven experience managing and growing national or regional retail accounts within Grocery, Farm & Ranch, and/or National Pet Specialty channels. Previous experience effectively leveraging broker partnerships and direct customer relationships. Direct Reports: None Direct Relationship with internal positions: Customer Service Marketing Sales Support Finance/ AR Logistics / Operations Physical Requirements: Prolonged periods of sitting at a desk and working on a computer. Must be able to lift up to 15 pounds at times. Travel to customers and industry trade shows are required.