Channel Sales Manager - Grocery

About Native Pet:

• Native Pet is re-imagining pet nutrition for a new generation of pet parents. We make dog-approved supplements to help consumers nourish their pets. Our clean-label products, developed with our in-house Board Certified Veterinary Nutritionists, leverage human-grade, whole-food ingredients backed by clinical research to deliver real, functional health benefits. We are in high growth mode as we scale across the digital and retail landscapes. Our ambition is to be the global leader in the pet consumable category.

Role Overview:

• Our Channel Sales Manager – Grocery will own and accelerate Native Pet's grocery business across natural, specialty, and conventional grocery. This role is responsible for growing our existing business while identifying and securing new distribution opportunities through strategic retailer, distributor, and broker partnerships.
• We're looking for an entrepreneurial, commercially-minded sales leader who enjoys building businesses, developing long-term customer relationships, and creating win-win opportunities for both Native Pet and our retail partners. You'll collaborate closely with marketing, finance, supply chain, demand planning, and operations to deliver profitable, sustainable growth.

• You excel at balancing competing priorities while maintaining a strategic mindset and strong attention to detail. You're comfortable navigating ambiguity, leveraging AI and other emerging technologies, and adapting as the business evolves.

What You'll Do:

• Own the grocery channel P&L, delivering annual revenue, distribution, and profitability targets.
• Develop and execute the overall strategy for Native Pet's grocery channel across natural, specialty, and conventional grocery.
• Manage distributor relationships, including KeHE and UNFI, ensuring flawless execution, inventory health, and promotional alignment.
• Lead broker relationships by setting clear objectives, measuring performance, and driving accountability for growth.
• Develop and execute joint business plans with key retailers, distributors, and brokers to drive sustainable growth.
• Manage strategic grocery accounts, including Sprouts, Whole Foods Market, Fresh Thyme, and other regional and national retailers.
• Identify, prioritize, and secure new distribution opportunities across natural and conventional grocery channels.
• Lead assortment reviews, pricing strategy, promotional planning, and trade investment to maximize revenue, profitability, and ROI.
• Partner cross-functionally with Marketing, Finance, Supply Chain, Demand Planning, and Operations to execute customer initiatives and deliver best-in-class customer service.
• Partner with Demand Planning to develop accurate sales forecasts and maintain healthy inventory levels across customers and distribution partners.
• Monitor POS, shipment, and inventory data to identify trends, uncover opportunities, and proactively mitigate risks.
• Develop compelling, data-driven customer presentations, business reviews, and selling stories that strengthen retailer partnerships and drive growth.
• Represent Native Pet at customer meetings, distributor events, broker meetings, and industry trade shows.

What Success Looks Like:

• During your first year you’ll:
  • Deliver grocery channel revenue, distribution, and profitability goals.
  • Expand distribution with both existing and new retail partners.
  • Build trusted relationships with grocery buyers, distributors, and broker partners.
  • Improve forecast accuracy and optimize trade investment effectiveness.
  • Establish scalable processes that support long-term channel growth.

What We're Looking For:

• 3-5+ years of CPG sales or account management experience, preferably within grocery, natural/specialty retail, pet, or other high-growth consumer brands.
• Experience managing distributor relationships (KeHE, UNFI), broker networks, and/or major grocery retailers.
• Demonstrated success growing existing customer relationships while developing new business opportunities.
• Strong financial acumen with experience managing trade spend, forecasting, pricing, and promotional ROI.
• Strong analytical skills with experience leveraging retail data, syndicated reporting, and customer insights to drive business decisions.
• Exceptional negotiation, presentation, and relationship-building skills.
• A highly organized, self-motivated professional who thrives in a fast-paced, high-growth environment and balances strategic thinking with hands-on execution.
• Comfort with adopting AI-powered tools and other emerging technologies to improve productivity, uncover insights, and streamline day-to-day work.
• Demonstrates a continuous learning mindset and proactively leverages technology to work smarter, drive efficiency, and scale impact.
• Advanced proficiency in Microsoft Excel and PowerPoint.
• Bachelor's degree preferred.

Travel:

• Approximately 25% travel for customer meetings, distributor visits, broker management, and industry events.

What We Offer:

• Competitive salary with opportunity for equity/performance compensation
• 401(k): 4% company match, available after six months
• Open vacation policy designed to have a more seamless work-life balance
• Wellness: Access to ClassPass and WellHub to support fitness and wellness goals
• Opportunity to join a venture-backed, high-growth startup in one of the fastest-growing categories in CPG
• Fun, empathetic, and caring team focused on your success and quality of life
• St. Louis, Missouri office located on the newly renovated City Foundry campus
• Dogs and cats are welcome in the office (obviously)