Reports to: Sales Director
Position Summary
The Sr. Manager, Customer Accounts – Farm + Distribution will play a pivotal role in shaping and executing Pet AG's sales strategy by leading a team of managers responsible for delivering sales growth across strategic retailers in the assigned business channel. This role requires a dynamic and results-driven leader with a deep understanding of the Farm and Feed + Pet Distribution. Success will be achieved through hands-on leadership with strategic accounts, ensuring the team meets revenue goals, builds strong customer relationships, and delivers exceptional execution across all assigned retail channels. The ideal candidate brings a proven track record of driving revenue growth in consumer goods or pet industry sales, a passion for developing high-performing teams, and the strategic acumen to identify and capitalize on opportunities that strengthen Pet AG's presence across key retail partners.
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 Account Management: Build and maintain strong, consultative relationships with key stakeholders at strategic retail accounts, serving as a trusted senior partner and brand ambassador for Pet AG.
- Specific channel strategies: Develop and implement strategic sales plans that identify growth opportunities, expand market presence, and strengthen partnerships.
- Enable Results Thru Others: Drive achievement of annual revenue goals across a portfolio of accounts, holding the team accountable to established sales targets and performance metrics.
- Provide actionable market insights to Sales and Marketing teams regarding competitive activity, customer trends, and evolving market conditions.
- Key Stakeholder Management: Serve as a senior point of escalation for complex customer issues, collaborating cross-functionally with customer service, logistics, finance, and operations to ensure timely and effective resolution.
- Data Analytics + Storytelling: Monitor and analyze team and account performance data, leveraging insights to identify trends, adjust strategies, and optimize sales activities across markets.
- One Winning Team: Effectively collaborates closely with internal cross-functional teams including marketing, customer service, supply chain, and product development to ensure the team has the resources and support needed to execute against strategic account goals.
- Forecasting: Manage annual sales forecasts at the account and product level by utilizing historical sales data, current trends, and performance indicators
- Develop and Deliver Go-to-Market Plans that demonstrate strong business acumen and the ability to influence and align stakeholders across the organization.
- Trade Resource Management: Plan, Deploy, and manage trade and promotional resources to deliver measurable results and strong ROI in alignment with the approved business plan.
- Top-tier Leadership Behaviors: Act as an ownership mindset and accountability for results.
Safety Responsibilities
- Follow all company safety policies and procedures.
- Participate in required safety training.
- Report unsafe conditions, near misses, and incidents promptly.
Required Qualifications
- Education: Bachelor’s degree in Sales, Management, Business, or a related field, or an equivalent combination of education and relevant experience.
- Experience:
- 5-7 years of progressive sales experience within the Animal Health, Pet, CPG, or related industry.
- Minimum of 1 year of headquarters (HQ) responsibility supporting Strategic Farm and Feed Accounts
- Farm + Pet Distribution Business Acumen: Deep understanding of customers and competitors in the Farm and Feed channel, including a strong grasp of retailer priorities, shopper behavior, category trends, and competitive dynamics that inform strategic account planning and drive sustainable revenue growth.
- Digital Marketing: Demonstrated experience partnering with marketing teams to develop and execute digital marketing strategies across assigned retail accounts, including e-commerce optimization, digital shelf management, paid media, and retailer-specific digital advertising programs that drive traffic, conversion, and incremental revenue growth.
- People Leadership: Demonstrated success leading, coaching, and developing high-performing sales teams, with a proven ability to drive revenue growth and achieve targets across complex international distributor and retail accounts. 2-3 years of people leadership preferred.
- Customer Focus: Highly developed customer service skills with a proven ability to build, maintain, and grow strong client relationships.
- Self‑Direction: Results-oriented self‑starter with a solution-focused mindset and the ability to operate independently.
- Communication Skills: Strong verbal and written communication skills, including storytelling and executive-level presentation capabilities.
- Data Analytics: Proficiency in syndicated data platforms such as Nielsen or IRI/Circana, with the ability to analyze market trends, track competitive performance, and translate data insights into actionable sales strategies that drive growth
- Territory Management: Demonstrated ability to prioritize, plan, and organize daily, weekly, and monthly territory activities, including travel.
- Technical Skills: Strong proficiency in Microsoft Office applications, including Excel, PowerPoint, Word, and Outlook.
- Travel: Willingness and ability to travel extensively, with expected travel ranging from 40%–70%.
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 data-driven sales strategy and storytelling, building consultative relationships with strategic retail partners, and developing go-to-market plans that deliver ROI, we'd love to hear from you.
Apply today to join an employee-owned organization committed to shared success, collaboration, and long-term growth through employee ownership.
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 $118,656 Min to $177,984 Max per year.
Additionally, you will be eligible to participate in a bonus incentive program associated with this specific role.
