National Account Manager - Pet Speciality

At Redbarn Pet Products, we’re passionate about creating high-quality food, treats, and chews that help pets live happy, healthy lives. Built on a commitment to safety, integrity, and innovation, our team works together to deliver products pet parents trust and pets love. Join us and be part of a company dedicated to making a difference for pets and their families every day.

About The Role

The National Account Manager (NAM) is responsible for driving the commercial success and day-to-day management of assigned national retail customers within the Pet Specialty channel. This highly collaborative role owns customer strategy, revenue growth, profitability, and operational execution while serving as the primary liaison between key retail partners and internal cross-functional teams.

The NAM develops and executes Joint Business Plans (JBPs), manages assortment and promotional strategies, oversees trade investment, drives forecasting accuracy, and partners across Sales, Supply Chain, Finance, Marketing, Product Development, Customer Operations, and Demand Planning to deliver best-in-class retail execution.

Primary accounts include Petco, PetSmart, Pet Valu, Pet Supplies Plus, Pet Supermarket, and other national pet specialty retailers.

What We Offer

We provide a competitive compensation and benefits package, including:

• Medical, Dental, and Vision Insurance
• 401(k) with Company Match
• Flexible Spending Accounts (FSA) & Health Savings Account (HSA)
• MetLife Voluntary Benefits
• Pet Insurance
• Life and Accidental Death & Dismemberment Insurance
• Long-Term Disability (LTD) Insurance
• Paid Holidays, Vacation, and Sick Time
• Employee Pet Food Discounts

Key Responsibilities

Account Leadership & Business Growth

• Serve as the primary commercial contact for assigned national retail accounts, building strong relationships across buying, replenishment, category management, eCommerce, and operations teams.
• Deliver annual and quarterly sales, profit, and distribution objectives.
• Develop and execute Joint Business Plans (JBPs) aligned with customer and company growth strategies.
• Lead line reviews, assortment optimization, category recommendations, new item launches, and retail resets using consumer insights and item productivity analysis.
• Prepare and deliver Quarterly Business Reviews (QBRs), executive business updates, and strategic performance presentations.
• Identify new growth opportunities while strengthening existing customer partnerships.

Pricing, Promotions & Trade Investment

• Develop customer pricing strategies that balance retailer margin requirements with company profitability objectives.
• Build and execute annual promotional calendars including TPRs, feature ads, displays, digital events, and seasonal programs.
• Evaluate promotional effectiveness through post-event analysis and ROI measurement.
• Manage customer trade budgets, accruals, reconciliations, and spending effectiveness.
• Partner with Finance to resolve deductions, short pays, chargebacks, and claims while implementing root-cause improvements.

Forecasting, Demand Planning & Supply Chain

• Own account forecasting assumptions by incorporating POS trends, inventory levels, seasonality, and promotional activity.
• Partner with Demand Planning to improve forecast accuracy and inventory availability.
• Work closely with Supply Chain and Customer Operations to improve fill rates, service levels, on-time delivery, and retailer scorecard performance.
• Identify and mitigate risks related to production schedules, lead times, allocations, product launches, and discontinuations.
• Communicate supply risks and recovery plans proactively with both customers and internal stakeholders.

Retail Operations & Customer Compliance

• Ensure compliance with retailer operational requirements including purchase orders, routing guides, EDI transactions, ASNs, invoicing, labeling, packaging, and pallet configuration.
• Coordinate item setup and maintenance, including product master data, UPCs, dimensions, imagery, and digital content.
• Maintain expertise in retailer portals, scorecards, compliance programs, and operational requirements.
• Lead cross-functional resolution of operational issues affecting customer performance, profitability, and service.

Omni-Channel & eCommerce

• Partner with Marketing and eCommerce teams to support online assortment expansion and digital merchandising.
• Coordinate retailer-specific digital promotions and online events.
• Ensure product detail pages (PDPs) contain accurate images, product attributes, claims, and compliance information.

Private Label & Customer Brand Programs

• Support private label initiatives including RFP responses, costing, margin analysis, packaging coordination, specifications, compliance documentation, and launch planning.
• Coordinate cross-functional execution to ensure successful, on-time product launches.

Cross-Functional Leadership

• Serve as the internal voice of the customer across Sales, Finance, Supply Chain, Demand Planning, Marketing, Quality Assurance, Customer Operations, and Product Development.
• Lead cross-functional project execution through clear communication, timelines, accountability, and project management.
• Develop scalable processes and best practices that improve execution, efficiency, and customer performance.

Requirements

• Bachelor's degree in Business, Marketing, Supply Chain, or a related field, or equivalent professional experience.
• Minimum of five (5) years of National Account Management, Key Account Management, or Customer Leadership experience within the consumer-packaged goods (CPG), pet products, consumer products, or related industries.
• Demonstrated experience managing major retail customers such as Petco, PetSmart, Pet Supplies Plus, Walmart, Sam's Club, Target, Tractor Supply, or similar national retailers.
• Proven success developing Joint Business Plans, negotiating promotions, and growing distribution and assortment.
• Strong financial acumen with experience managing pricing, trade investment, profitability, and customer reporting.
• Excellent analytical, presentation, negotiation, and communication skills.
• Demonstrated ability to influence and lead cross-functional teams without direct authority.
• Proficiency with Advanced Microsoft Excel and PowerPoint.
• Proficiency with ERP and forecasting systems.
• Proficiency with CRM platforms.
• Proficiency with Retailer portals and scorecards.
• Proficiency with EDI transaction processes (purchase orders, ASNs, and invoicing).
• Proficiency with Business performance reporting and analytics.
• Remote position with approximately 25–40% travel for customer meetings, line reviews, business planning sessions, and internal collaboration.
• Flexibility to support customers across multiple time zones and during peak planning periods.

Preferred Experience

• Experience managing PetSmart, Petco, and Pet Supplies Plus accounts.
• Strong understanding of Pet Specialty retail dynamics including assortment strategy, promotional planning, retailer margin expectations, and category management.
• Experience supporting private label or customer-owned brand programs.
• Experience working with EDI transactions, retailer portals, scorecards, deductions, and compliance management.
• Experience with forecasting, ERP, CRM, and business intelligence platforms.

What Success Looks Like

• Revenue growth and gross margin performance.
• Profitable account growth.
• Trade spend effectiveness and ROI.
• Distribution gains and assortment expansion.
• Item productivity.
• Forecast accuracy.
• Fill rate and on-time delivery performance.
• Retailer scorecard improvements.
• Reduction in deductions, chargebacks, and claims.
• Successful execution of launches, resets, and promotional programs.

Physical Demands

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position. This position requires the ability to sit, stand, walk, use hands, communicate effectively, and occasionally lift and/or move up to 25 pounds.

Work Environment

This position is primarily performed in an office environment but may occasionally require travel to customer locations, warehouses, trade shows, or other business sites where employees may be exposed to varying weather conditions and moderate noise levels. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Redbarn Pet Products is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Redbarn Pet Products complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, please contact Human Resources at View phone number on workus.org.

Redbarn Pet Products does not accept unsolicited resumes from search firms or employment agencies. Unsolicited referrals and resumes are considered Redbarn property and therefore, Redbarn Pet Products will not pay a fee for any placement resulting from the receipt of an unsolicited referral. At Redbarn Pet Products request only, preferred vendors may be invited to refer talent for specific open positions. In these cases, a fully executed agreement with Redbarn Pet Products must be in place and current.