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Director of Sales
Westminster Pet Products supplies retailers throughout the United States with premium quality treats, chews, training pads, grooming tools, toys, collars and leashes.
Westminster Pet Products’ vision is to be the most respected and well-run pet supply company in the United States and is committed to operating with the values of integrity, efficiency, accountability, collective intelligence and transparency.
Job Summary:
General Description / Primary Job Functions:
- A successful candidate will deliver the annual business plan for sales growth and increased market penetration while effectively executing the trade marketing and merchandising strategy to maximize the profitability of the accounts assigned with a strong focus on scaling growth across Mass, Club, and other high-volume retail channels.
- Lead the sales function for the assigned accounts across all WPP brands, building partnerships with both the broker network and direct accounts to achieve Best in Class executions of sales and marketing initiatives, particularly within FDMC channels (Food, Drug, Mass, Club) including key national and regional accounts.
- Lead, Develop and Implement annual Customer Business plans to support the WPP growth agenda, tailoring strategies to the unique dynamics of Mass and Club customers (pricing, promotion, assortment, and supply chain requirements).
- Own day-to-day account management of all customers assigned, including regular contact with the customer through market tours as well as on site broker/buyer meetings. Cultivate a deep understanding of each customer to maximize WPP’s runway within the brick-and-mortar retail stores. Develop a solid understanding of customer demand and order patterns, including high-volume forecasting, replenishment cycles, and promotional cadence typical of Mass and Club environments.
- Drive growth within FDMC channels by identifying and securing new Mass and Club opportunities, expanding distribution, and optimizing assortment to meet the needs of large-scale retail partners.
Duties & Responsibilities:
- Lead sales forecasting, planning and trade spend investment strategy/execution for all assigned customers, including management of high-volume promotional calendars, retail specific funding requirements, and ROI optimization across Mass and Club accounts.
- Hunt and acquire new points of distribution while ensuring existing customers receive excellent service.
- Analyze each account’s sales performance and build strategic plans to deliver business growth leveraging syndicated data, customer POS trends and internal sales reporting to identify opportunities and risks.
- Identify underperforming accounts and work with them to develop and implement programs to improve sales performance including pricing, promotion, assortment and shelving strategies.
- Travel to customers to conduct planning and performance review meetings, present new products and build business relationships.
- Assist in building marketing plans and input into new product development ensuring alignment with customer needs, channel requirements, and competitive dynamics within FDMC channels.
- Share insights and key learnings on existing customer base across the Sales team, including best practices across Mass, Club and Grocery accounts.
- Represent the Company at industry trade shows and promotional events.
- Review monthly sales figures and account progress with senior management, providing clear, actionable insights and recommendations to drive performance.
- Lead Joint Business Planning (JBP) processes with key Mass, Grocery, and Club customers, aligning on growth objectives, promotional plans, and execution strategies.
Required Skills & Abilities:
- Lives the company values: integrity, efficiency, accountability, collective intelligence and transparency.
- Demonstrated ability to build and achieve sales plans.
- Strategy development and problem-solving skills.
- Exceptional negotiation skills.
- Ability to build positive working relationships, both internally and externally.
- Ability to effectively present information and negotiate with all levels of management.
- Excellent Communication skills, both verbal and written.
- A deep understanding of the Pet Food Channel including experience across FDMC (Food, Drug, Mass, Club) environments, and the Distribution Network.
- Demonstrate understanding of Business Plan, P&L, ROI, Trade Spend Investment, Budget Management and Getting results through others (Motivating others without direct authority).
- Proven experience managing and growing national or regional Mass, Grocery or Club accounts.
Key Leadership skills and Measures for Success:
Critical Leadership Capabilities
- Workload Management / Priority setting
- Problem Solving
- Analytical Skills
- Implementation of tailored joint business plans
- Organizational Agility
- Business Acumen
- Channel Planning & Best in Class Execution across FDMC channels
- Drive for Results
- Negotiating
Success Measures:
- Sales & Profit Targets
- Forecast accuracy
- Sales Goals by Direct Account
- KPI trackers
- Key account management
- Brand and product distribution
Education & Experience:
- Bachelor’s Degree in Finance, Marketing, Business or a related field.
- Proven experience managing and growing national or regional accounts within FDMC channels (Food, Drug, Mass, Club), including Grocery, Big Box and Club retailers.
- Seven or more years of experience in sales, preferably in a business-to-business environment within pet care or consumer packaged goods industry.
- Previous experience building/managing Broker relationships.
Direct Reports:
- None
Direct Relationship with internal positions:
- Customer Service
- Sales Operations
- Finance/ AR
- Logistics / Operations
- Marketing
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
- Travel to customers and industry trade shows are required.
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