Executive Director of Sales

Description

Please review Description & Requirements Thoroughly.

ABOUT THE ROLE

The Executive Director of Sales is responsible for leading NaturVet’s commercial organization and driving sustainable, profitable revenue growth across all channels. Reporting to the Chief Revenue Officer (CRO), this executive will set the strategic direction for the sales function, build and develop a high-performing team, and own the full P&L across FDM/C, Pet Specialty (Petco, PetSmart), Mass, Club, Grocery, Private Label, and eCommerce.

The Executive Director of Sales will serve as NaturVet’s senior commercial voice — internally and externally — bringing deep expertise across channels and established, active relationships at the buyer and senior leadership level with key retail partners including Walmart, Sam’s Club, Costco, and major grocery and pet specialty accounts. This leader will translate market opportunity into executable channel strategies, align cross-functional resources behind commercial priorities, and hold the organization accountable to ambitious but achievable targets.

The ideal candidate is a growth-oriented executive who combines strategic vision with hands-on execution, excels at building retailer trust and long-term partnerships, and has a demonstrated track record of winning at shelf across multiple classes of trade.

CORE RESPONSIBILITIES

Sales Leadership & Team Management

• Build, lead, and develop a best-in-class sales organization capable of delivering consistent growth across all channels and classes of trade.
• Set clear performance expectations, define accountability frameworks, and create a culture of winning that attracts and retains top commercial talent.
• Recruit and develop national account managers and sales leaders; manage compensation, performance reviews, and career development across the team.
• Serve as a strong coach and mentor to direct reports, tailoring leadership approaches to individual needs while maintaining high standards across the organization.
• Ensure the team is equipped with the right tools, data, insights, and resources to compete effectively and exceed both internal targets and retailer expectations.
• Foster a transparent, high-performance environment with open communication flowing to and from the CCO and across all levels of the sales function.

Channel Strategy — FDM/C, Pet Specialty & Private Label

• Own the commercial strategy and P&L across FDM/C, Pet Specialty (Petco, PetSmart), and Private Label, ensuring each channel has a clearly defined growth plan aligned to company objectives.
• Develop and execute annual joint business plans, promotional calendars, pricing architecture, and assortment strategies that drive share growth and meet financial commitments.
• Lead all major line reviews and new item sell-in presentations; negotiate trading terms and partnership agreements that reflect NaturVet’s long-term commercial interests.
• Oversee private label relationships from strategy through execution — including product co-development, margin management, packaging timelines, and ongoing program performance.
• Continuously evaluate channel performance and identify opportunities to improve execution, profitability, and shelf presence across all accounts.

Strategic Account Leadership — Walmart, Sam’s Club, Costco & Grocery

• Serve as NaturVet’s senior executive relationship owner across Walmart, Sam’s Club, Costco, and major grocery banners, bringing established and active connections at the buyer and DMM level.
• Develop and own long-term growth strategies at each key account, translating retailer priorities into winning commercial plans that drive placement, velocity, and share.
• Lead all senior-level customer engagements including top-to-top meetings, annual business reviews, and strategic planning sessions with clear objectives and measurable outcomes.
• Demonstrate fluency in the unique business models, merchant processes, and supplier expectations of each retailer; leverage that knowledge to build competitive advantage for NaturVet at shelf.
• Personally sponsor the most critical account initiatives while ensuring the broader team is equipped to execute with excellence across all touchpoints.

Revenue, Forecasting & Business Planning

• Own the annual revenue plan across all channels and accounts, delivering consistent forecast accuracy at the monthly and quarterly level.
• Lead the development and ongoing refinement of a multi-year growth outlook, translating market dynamics and customer intelligence into credible, achievable growth targets.
• Present business performance, forward-looking opportunities, and risk assessments to the CCO and senior leadership team; bring proactive solutions when gaps or headwinds emerge.
• Leverage syndicated data, retailer-specific insights, and market analytics to inform strategic decisions and keep the sales organization operating at high productivity.
• Serve as a key contributor to NaturVet’s overall business planning process, ensuring sales commitments are grounded in market reality and aligned to company-wide financial objectives.
• Deliver disciplined customer business planning with a proven track record of forecast accuracy across channels and accounts.

Cross-Functional Collaboration

• Be the Sales lead partner across Finance, Marketing, Product Development, and Operations — ensuring the broader organization is aligned behind customer commitments and channel priorities.
• Bring the voice of the retailer and consumer into internal decision-making, translating account-level insights into actionable feedback on product, packaging, and go-to-market strategy.
• Partner with supply chain and operations to ensure NaturVet can reliably support retail commitments, promotional programs, and new item launches across all channels.
• Engage in leadership, marketing, and cross-functional planning meetings as a prepared, data-informed contributor with a clear commercial point of view.
• Provide candid, constructive input to senior leadership on the effectiveness of sales strategies, policies, and resource allocation — and champion change when the business demands it.

Industry Presence & Opportunity Development

• Maintain a strong, visible presence across the pet and CPG industry — known and respected by retailers, brokers, and industry peers alike.
• Continuously scan the competitive landscape, consumer trends, and channel dynamics to surface meaningful opportunities and keep NaturVet ahead of market shifts.
• Leverage a broad and active network of industry relationships to open doors, identify white space, and accelerate commercial growth.
• Lead or contribute to strategic initiatives as directed by the CCO or senior leadership.

Requirements

KEY QUALIFICATIONS

Required Experience

• 10+ years of progressive CPG sales experience with a demonstrated track record of revenue growth across multiple channels and classes of trade.
• Minimum 5 years in a senior sales leadership role — VP, Director, or equivalent — with direct management of national account teams.
• Deep, active, and referenceable relationships at the buyer and senior leadership level at Walmart, Sam’s Club, Costco, and major grocery banners; candidates must be able to speak specifically to these relationships and work within their platforms without reliance on brokers.
• Proven experience managing Pet Specialty accounts (Petco and/or PetSmart) with a strong understanding of the pet category retail landscape.
• Demonstrated success owning and growing Private Label programs with major retail partners.
• Fluency across FDM/C, Mass, Club, Grocery, Pet Specialty, and eCommerce channels.
• Strong command of retail economics, trade fund management, and P&L ownership.
• Proficiency with syndicated data platforms (IRI, Nielsen, Luminate) and retailer-specific tools (Retail Link, 1WorldSync).
• Track record of forecast accuracy and disciplined customer business planning across channels and accounts.

Leadership Competencies

• Team Builder. Attracts, develops, and retains top talent; creates an environment where people are challenged, accountable, and motivated to win.
• Strategic Thinker. Translates market complexity into clear priorities and executable plans; comfortable operating at both the strategic and executional level.
• Relationship Driver. Builds deep, trust-based partnerships with retail customers, internal stakeholders, and industry peers that create long-term commercial advantage.
• Influential Leader. Earns credibility and drives alignment across functions and levels without relying on authority, a persuasive communicator with a strong point of view.
• Decisive & Adaptable. Operates with clarity and confidence in ambiguous, fast-moving environments; makes sound decisions quickly and adjusts course when the business demands it.
• Change Agent. Champions continuous improvement and organizational evolution; comfortable challenging the status quo and bringing others along through change.
• Commercially Driven. Consistently delivers against financial, share, and activation targets; holds themselves and their team to a high standard of performance and accountability.

Additional Eligibility Requirements

• Ability to travel as required using various modes of transportation, including air and ground travel; must possess or be able to obtain appropriate travel identification.
• As an E-Verify employer, we comply with applicable state and federal laws; candidates must be authorized to work in the United States. Visa sponsorship is not available for this role.
• Employment is contingent upon successful completion of a background check, which may include criminal history, credit, drug screening, and motor vehicle records. Screening is conducted by a third-party vendor.

Salary & Benefits

• Salary: $180k - $225k (Bonus Eligible)
• Employment Type: Full-Time, Exempt
• Location: Flexible / Remote with Travel Required (~60% throughout the US)
• Benefits: Comprehensive benefits package including medical, dental, and vision coverage; company-paid life and disability insurance; 401(k) with company match; paid time off; flexible spending accounts (FSA); and additional programs.

This job posting is intended to provide a general overview of the role and is not a comprehensive or exhaustive description of all duties, responsibilities, qualifications, or working conditions, including physical demands and work environment. Remote employees will be required to sign a remote work agreement.