Reports to: Sales Director
Position Summary
The Sr. Manager, Customer Accounts – PSG – Drug & Grocery 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 Pet Specialty, Drug, and/or Grocery retail landscape. 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 Pet Specialty Account
- Pet Specialty Business Acumen: Deep understanding of customers and competitors in the Pet Specialty 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 strategic account management, leading high-performing sales teams, and driving growth within the Pet Specialty, Drug, and grocery retail channels, we'd love to hear from you.
Apply today to join an employee-owned organization that empowers its people through ESOP ownership mindset and accountability for results.
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.
