Director OF Business Development

As an integral member of the Equine Leadership Team, the Director of Business Development will be responsible for driving profitable growth across the Equine Business Unit’s physical retail channels through strategic trade marketing, shopper activation, customer development, merchandising excellence, retail media integration and business development initiatives. This leader will serve as the key link between Sales, Marketing, Insights, Finance, Supply Chain and Retail Partners to ensure the Equine portfolio wins at the shelf, strengthens customer relationships, expands distribution and delivers superior consumer experiences both in-store and across omnichannel environments. A critical component of this role will be developing and executing customer‑specific growth strategies for key retail partners, identifying new business opportunities, optimizing trade investments and creating best‑in‑class retail activation programs that drive sales, profitability and market share growth. The Director will also lead strategic initiatives related to category management, retail merchandising, shopper marketing, in‑store execution and omnichannel integration while establishing trade marketing best practices across the Equine Business Unit. This position is based in our Phoenix, AZ office. We operate in a hybrid work environment that balances in‑person collaboration with workplace flexibility. Employees are currently expected to work from the office at least three (3) days per week. Beginning in September 2026, our hybrid model will transition to four (4) in‑office days per week to support greater collaboration, learning, and team connection. KEY RESPONSIBILITIES Strategy Development, Planning and Business Growth Develop and lead the Equine Business Unit’s trade marketing and brick and mortar growth strategy to drive profitable sales growth across all retail channels. Partner with Sales Leadership to identify opportunities for expanded distribution, increased shelf presence, improved merchandising and category growth. Develop customer‑specific growth plans for key retail partners, including national accounts, farm chain retailers, independent dealers, specialty channels and both domestic and international distributors. Collaborate with Marketing, Sales and Finance teams to ensure trade investments align with strategic business objectives and deliver targeted returns. Evaluate new retail formats, channel opportunities, strategic partnerships and marketplace trends to identify incremental growth opportunities. Trade Marketing and Shopper Activation Lead the development and execution of annual trade marketing plans, promotional strategies, merchandising programs and shopper marketing initiatives. Partner with Marketing to translate brand strategies into customer‑facing activation programs that drive awareness, conversion and loyalty. Develop customer selling materials, retail activation toolkits, merchandising solutions and promotional programs that support customer growth objectives. Oversee seasonal marketing initiatives, promotional calendars and retailer‑specific marketing programs. Ensure consistency of brand messaging and execution across retail environments. Retail Media and Omnichannel Integration Partner with Sales, Marketing and Digital Teams to integrate retail media strategies into customer activation plans. Identify opportunities to leverage retailer media networks and omnichannel marketing programs to drive incremental sales and market share gains. Collaborate on the development of digital and in‑store content strategies that create a seamless consumer experience across channels. Work with the Senior Director of eCommerce Business Development to evaluate performance of retail media investments and optimize spending based on ROI and customer‑specific objectives. Category Management, Merchandising and Retail Execution Partner with Sales and Insights teams to develop category growth strategies that strengthen retailer partnerships and improve category performance. Utilize consumer, shopper and syndicated data to identify opportunities for assortment optimization, merchandising improvements and distribution gains. Develop innovative merchandising programs and point‑of‑sale solutions that increase product visibility and shopper conversion. Monitor retail execution and identify opportunities to improve shelf presence, promotional effectiveness and merchandising compliance. Support customer presentations, category reviews and joint business planning initiatives. Business Development and Customer Expansion Identify and pursue new retail partnerships, distribution opportunities and strategic growth initiatives. Participate in industry events, trade shows and customer meetings to strengthen relationships and uncover new business opportunities. Collaborate with Sales teams to support new product launches, line reviews, customer presentations and strategic account growth initiatives. Evaluate emerging retail trends and consumer behaviors to identify future growth opportunities. Performance Measurement, Analytics and Financial Management Develop and implement KPIs and reporting tools to measure trade marketing effectiveness and business development performance. Analyze sales, market share, retailer performance, promotional ROI and consumer trends to identify opportunities for improvement. Utilize data and insights to drive informed decision‑making and optimize trade spending. Review business performance regularly and recommend adjustments to improve profitability, growth and customer engagement. Team Collaboration and Leadership Work closely with cross‑functional teams across Sales, Marketing, Insights, Supply Chain, Finance, Operations and eCommerce to ensure alignment and execution. Lead, mentor and develop team members while fostering a culture of accountability, collaboration, innovation and continuous improvement. Serve as a key strategic advisor to the General Manager and Equine Leadership Team regarding retail growth opportunities and market trends. Manage external agencies, merchandising partners and service providers as needed. QUALIFICATIONS Bachelor’s degree in Marketing, Business, Sales, Communications or related field. 8‑12 years of experience in Trade Marketing, Shopper Marketing, Customer Marketing, Sales, Category Management, Business Development or related commercial leadership roles. Experience working with national retailers, farm chain retailers, distributors and specialty retail channels. Proven track record of driving profitable growth through trade marketing and customer development initiatives. Strong understanding of retail merchandising, shopper behavior, category management and promotional strategy. Demonstrated ability to influence cross‑functional teams and lead without direct authority. Experience managing budgets, trade investments and performance measurement initiatives. Strong analytical, financial, communication and presentation skills. Preferred Qualifications Experience within Consumer‑Packaged Goods, Equine, Pet, Animal Health, Agricultural or related industries. Experience working with omnichannel retail strategies and retail media networks. Familiarity with syndicated data platforms, category management tools and shopper insights platforms. Experience leading customer‑facing growth initiatives with major retail accounts. WORKING CONDITIONS The primary working environment will be an office located in Phoenix, AZ. Travel: Domestic required up to 20% We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, or any other characteristic protected by law. #J-18808-Ljbffr