Retail Execution Manager

The Farmer’s Dog was born from a mission to change the landscape of pet health, providing dogs and their humans with honest, smart, and simple care. We’re starting by radically improving the $90 billion pet food industry, replacing bags of highly-processed pellets with a personalized subscription service that sends complete and balanced, freshly-made dog food directly to customers’ doors. Our ultimate goal is to create innovative, delightful and personalized experiences across all aspects of pet care, and we believe our direct-to-consumer business model, holistic approach to growth, and dynamic culture uniquely position us to shepherd this backwards industry into the future. To date, The Farmer’s Dog has delivered over 1 billion meals nationwide and raised over $150M in funding to help us build a company as healthy as the dogs who are eating those meals. Join us as we continue to develop ways of bringing peace of mind to customers, health to their companions, and much-needed change to the way people feed and care for their pets. #LongLiveDogs What We Stand For and Where You’ll Come In The Farmer’s Dog is looking for a Manager, Retail Execution to own how our fresh food shows up on shelf, starting with our partnership with Walmart. Reporting into the Senior Director, Retail Sales, you’ll manage the broker team responsible for field execution — setting the bar for what good looks like in-store, then holding the team to it — while working directly with Walmart’s market/store managers and all levels of broker partners to find and win activity beyond what’s already negotiated at the merchant level. What do we believe is important to achieve those goals? Where do we expect you to have an impact? One Team: We don’t think of ourselves as “Acquisition Marketers”, “Engineers”, “Data Analysts”, or “Product Managers”. Beyond denoting skill sets and areas of expertise, we don’t think departments matter. We’d rather align ourselves to the goals we’re working to achieve and make sure we have necessary subject matter expertise to drive meaningful impact. We strive to orient ourselves around customer problems TOGETHER – getting the right people, with the right context, in the right rooms/Zooms to solve problems holistically. We are skeptical about everything and precious about nothing: Ideas can and should come from anywhere, and we aren’t tied to our own.We proactively source input.We talk to our customers and leads regularly and are quick to change course if we know there’s a better or more impactful way to solve problems. We consider the customer journey in all of our decisions: We know that no interaction exists in a silo and therefore understand how important every single one is. We ensure our strategy sets prospective and new customers up for success and drives long-term retention. We answer questions and address problems early and proactively. We understand the value of different channels, initiatives, and messages and know how to articulate impact and advocate for prioritization holistically. We Execute For Impact: We don’t subscribe to “best practices” or “industry KPIs”. We’re uninterested in how we compare to “benchmarks”; instead we orient ourselves around being the best we can possibly be. Similarly, we don’t subscribe to rigid or classical expectations of roles – i.e. acquisition is hyper-focused on improving customer retention and experience. We Are Focused and Work Without Assumption : We are not beholden to ideas. We have goals and believe everything beyond that is a series of hypotheses to validate. To that end, we seek to work in sequence and not in parallel. We constantly ask ourselves, “what’s the most important hypothesis I should be working on right now? How do I confirm or reject that hypothesis as fast as possible?”. We rarely have timelines/deadlines and are constantly taking in new information and adjusting our priorities accordingly. We don’t expect to be perfect the first time. How You’ll Make An Impact Broker & Field Team Leadership Own the broker relationship for field execution — train the team on what best-in-class looks like across both core fixture maintenance and modular execution and local selling, set clear expectations, and hold them accountable to both. Build the cadence that keeps broker workstreams on track: regular check-ins, clear follow-up on open items, and early flags on execution gaps before they show up on shelf. Coach and develop the field team’s local selling skills — from building relationships with store management to negotiating for space that isn’t already spoken for. Ensure TFD shows up as the hero brand by equipping the broker and field team with the sell sheets, pitch materials, brand swag, coupons, merchandising assets and objection-handling training they need to win incremental, off-shelf space directly with store and market management — not just execute what’s already been sold in at the merchant level. Walmart Regional Relationship Management Partner directly with Walmart region and market managers to build relationships that translate into incremental in-store support beyond what’s negotiated at the merchant level. Represent TFD in-market with Walmart’s regional field organization, becoming a trusted, known point of contact as opportunities come up. Build the market-by-market case for incremental features and displays beyond what’s already aligned to at Walmart HQ — using store-level sales data, seasonality, and local demand to make the ask to region and market teams. Set targets for incremental display and feature wins by region, track performance against them, and course-correct the broker team in real time when they’re off track. Audit compliance on every incremental placement sold in — confirm it goes up, stays up, and is merchandised correctly — and elevate gaps before they cost sales. Quantify the lift from locally-sold incremental activity and use that data to build the case for expanding the program to more stores, markets, and moments. Reporting & Recommendations Turn field performance and incremental selling results into a clear, regular read for the Senior Director, Retail Sales — what’s working, what isn’t, and what to change. Bring data-backed recommendations, not just updates — tell leadership what to do next and why, not only what happened. Design routine cadence with Data Analytics and Insights team to refine and improve the field team’s daily routes to maximize in-market effectiveness. We’re Excited About You Because You have 8+ years in retail sales, field execution, or broker management within CPG, ideally with direct Walmart experience. You’ve managed a broker network before. You know how to train them, hold them accountable, and get results from a team you don’t employ day-to-day. You are fluent in retail data and systems, ideally Scintilla. Understanding key operational metrics like in-stocks and first time pick rate, and using the data to quickly identify and close gaps at the store level. You’ve sold in incremental space at the store or market level before — you know how to make the case for more beyond what corporate already approved, and you’re comfortable doing it store by store. You have (or can quickly build) real relationships with Walmart region and market managers. You treat a “no” from a store or market manager as a starting point, not an ending point. You can translate messy field-level detail into a recommendation a senior leader can act on immediately. You’re willing to travel regularly to be in-market and in-store. You love dogs. Office Guidelines We are an in-office culture, made of in-office people who thrive on the collaboration and magnetism of working in a shared space. We are seeking individuals who excel in this type of environment, where being present fosters deeper connections and engagement. We ask all team members to be in office 4 - 5 days a week to build a collaborative and invested environment to foster our unique in-person culture we are proud to have. This office policy is subject to change at company discretion. Our Belonging Philosophy: At TFD, we believe Belonging is a shared commitment to creating a workplace where every person feels respected, valued, and empowered to be themselves. When people feel a true sense of belonging, they do their best work, take smart risks, and bring forward diverse perspectives — leading to stronger decisions and deeper relationships. We anchor this belief in a simple phrase: “Everyone’s welcome at the dog park.” No matter your background, identity, or role, there’s space for you here. There’s no one way to show up at the dog park— just shared space, mutual respect, and the freedom to be yourself. Being included is just the beginning, it’s about contributing your voice, growing through challenges, and building trust through shared goals. This philosophy guides how we lead, how we hire, how we communicate, and how we grow. We continuously evaluate to ensure we are creating a consistent experience that cultivates belonging for all employees, from hiring and performance reviews to talent development. We also believe Belonging happens in everyday moments of connection; lunch with a new teammate, a shared laugh, or a quick story about your weekend. Our structure includes biannual employee surveys, manager training, TFD camps, and support from Humans to ensure we’re listening and learning from our Team. Together, these efforts reflect what Belonging means at TFD: a culture where everyone can thrive. A Few of Our Best Benefits Dog-friendly office in SoHo Market-competitive compensation and equity packages Comprehensive Healthcare, Dental, and Vision Company supported mental health benefits 12 week paid parental leave Competitive 401k plan with company match Flexible PTO Discounted fresh food for your pup Your pet interrupting video calls (and in-person meetings) is now a feature, not a bug Equal Employment Opportunity Statement The Farmer’s Dog, Inc. is an equal employment opportunity employer and does not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religion, creed, national origin, physical or mental disability, protected veteran status or any other legally protected characteristic or status. For more information, please visit Know Your Rights. Reasonable Accommodations TFD complies with applicable federal, state, and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact View email address on click.appcast.io. We’re Here to Help We’re happy to answer any questions you may have about the position or our hiring process - please reach out at View email address on click.appcast.io. We commit to building a competitive compensation package and company environment for all individuals to thrive. We believe in competitive base compensation rooted in location specific market data and performance along with equity ownership in the company that allows every team member to build their personal wealth as the company grows, just as much as we believe in fostering a culture that supports our team members personally, professionally, and holistically. For this role the anticipated hiring base compensation range is USD annual and the compensation offered will include a robust market competitive package of base and equity.In addition to your base compensation offer you will also receive equity ownership in the company. More information about the value of this equity will be shared at the time of offer. This range is representative of NYC Market Data if you are applying to this role outside of the NYC area the range may change. NYC Pay Range $120,000—$135,000 USD #J-18808-Ljbffr