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.