Department: Sales
Reports To: Director of Sales
Position Summary
The Sales Director – Ecommerce leads Pet-Ag’s U.S. sales execution and is responsible for driving profitable growth across all Ecommerce channels and customers. This role oversees the Ecommerce Sales Team and plays a critical leadership role in delivering Pet-Ag’s commercial objectives.
Reporting to the Senior Sales Director, this role serves as a key strategic partner in translating enterprise-level strategy into domestic market actions. The Sales Director – Ecommerce builds a culture of accountability, customer focus, and high performance while ensuring alignment with cross-functional partners and the broader Sales Organization.
Compensation & Benefits
- Employee Ownership (ESOP): Company-funded retirement contribution of approximately 18% of pay, plus 401(k)
- Competitive base salary with performance-based bonus opportunity
- Comprehensive benefits package: Medical, Dental, Vision, Life, Disability, FSA, and Pet Insurance
- Generous paid time off, paid holidays, and parental leave
- Fitness and tuition reimbursement programs
Essential Duties & Responsibilities
- Strategic Leadership & Execution
- Develop and execute digital strategies to grow revenue, expand distribution, and deepen customer relationships across all U.S. channels.
- Translate enterprise commercial strategy—set by the Senior Sales Director—into actionable domestic sales plans and execution priorities.
- Partner with Marketing, Finance, and Operations to align customer, channel, and product strategies with company objectives.
- Identify growth opportunities and develop region-specific plans that support national initiatives.
- Ecommerce Sales Management
- Lead the Ecommerce Sales Team and oversee all ecommerce Key Accounts.
- Maintain deep understanding of each channel and customer segment; drive tailored strategies that maximize penetration and performance.
- Actively participate in key account management, including customer business reviews, pricing discussions, joint planning, and closing strategic opportunities.
- Monitor customer and market trends to proactively address risks, gaps, and emerging opportunities.
- Team Leadership & Talent Development
- Coach, develop, and support direct reports to build a strong, high-performing domestic sales team.
- Reinforce accountability through clear expectations, performance management, and ongoing development plans.
- Partner with the Senior Sales Director to build organizational bench strength and support succession planning within the Sales function.
- Operational & Sales Processes
- Lead domestic forecasting and ensure accuracy of demand input into the S&OP process.
- Ensure effective sales planning, pipeline management, and business optimization.
- Manage trade budgets and customer programs in partnership with the Senior Sales Director to deliver profitable growth.
- Support the creation and execution of incentive programs that motivate the sales team and align with company priorities.
- Cross-Functional & Organizational Collaboration
- Serve as the primary link between Ecommerce sales execution and the broader Sales Organization.
- Work closely with the Senior Sales Director to:
- Ensure consistent messaging, priorities, and disciplined sales management.
- Align on strategic accounts, pricing decisions, and promotional frameworks.
- Provide consolidated business insights and recommend adjustments to strategy.
- Partner with Finance, Operations, and Marketing to ensure coordinated execution across the commercial ecosystem.
- Industry, Customer, & Brand Representation
- Represent Pet-Ag at select customer meetings, industry events, and relevant associations.
- Champion customer-centricity and support the company’s employee-ownership culture and values in all interactions
Required Qualifications
- BS/BA degree in Animal Science, Marketing, Business, or related field.
- 8–10+ years of progressive sales leadership experience, preferably within CPG or the pet/vet industry. Minimum 5 years of work experience with Amazon and/or Chewy.
- 5+ Years of leadership experience. Managing and developing high-performing sales teams.
- Strong ability to build and sustain long-term customer relationships.
- Excellent communication, presentation, and interpersonal skills.
- Ability to work collaboratively across functions and influence without authority.
- Strong business acumen with proven ability to manage budgets, forecasting, and financially driven decision-making.
- Deep Understanding of Digital Marketing + Customer Activation across Ecommerce Customers
- High level of organization, initiative, and accountability; able to manage multiple priorities simultaneously.
- Proficiency in Microsoft Office and CRM systems.
- High integrity, energy, and alignment with Pet-Ag’s values and employee-ownership culture.
Work Environment & Culture
PBI-Gordon Companies offers a collaborative, employee-owned environment where accountability, partnership, and continuous improvement are valued. Team members are encouraged to contribute ideas, develop professionally, and grow their careers alongside the business.
Equal Opportunity Employer
PBI-Gordon Companies is an Equal Opportunity Employer. We value diversity and are committed to creating an inclusive environment for all employees.
Ready to Apply?
If you’re passionate about driving digital sales strategy, leading high-performing ecommerce teams, and building strong relationships with key accounts, we’d love to hear from you.
Apply today to join an employee-owned organization that values accountability, collaboration, and the ownership mindset.
The pay range for this role considers a wide range of factors including but not limited to: skill sets, experience and training, licensure and certifications, geographical location, and other organizational needs.
The estimated pay range for this role is $129,716 Min to $194,574 Max per year.
Additionally, you will be eligible to participate in a bonus incentive program associated with this specific role.
