Director of Sales, Neighborhood Pet USA

About this role

Job Description: Champion Petfoods is expanding! We are excited to   announce   we are looking for a   Director of Sales, Neighborhood Pet USA   to join our rapidly growing company.  

Champion Petfoods is an award-winning pet food maker with a reputation of trust spanning 35+ years. Founded in a small town in Alberta, Canada, Champion – with its ORIJEN® and ACANA® brands – is a key player in the global premium pet food industry across three major geographic regions.  

We would love to hear from you if you are passionate about personal and professional growth and see yourself as a key player contributing to our continued success as an award-winning company.  

Here's   the Scoop – Summary  

The Director of Sales, Neighborhood Pet USA, is accountable for the overall performance, growth, and profitability of the U.S. Neighborhood Pet channel. This role owns the delivery of national sales objectives and serves as the senior commercial leader responsible for translating company strategy into actionable channel plans that drive sustainable revenue growth, market share expansion, and customer excellence.   The Director leads through a team of Region Sales Managers, Distributor Sales Managers, and Key Account Managers, ensuring alignment of field execution, customer development, and distributor performance against strategic priorities. The role is responsible for building high-performing teams, developing customer and distributor partnerships, driving executional excellence, and creating a culture of accountability through clear goals, KPI management, forecasting accuracy, and operational discipline.   This position serves as the primary owner of channel performance, delivering results through direct management of strategic accounts, distributor networks, and cross-functional collaboration with Marketing, Finance, Supply Chain, Customer Service, and Demand Planning.

The Director of Sales, Neighborhood Pet USA   works out of our   Corporate   office in Boulder (CO) , New York (NY)   or Nashville (TN) and   works   a hybrid schedule with 3 days in-person.  

What a typical day looks like:     National Channel Leadership & Ownership • Own the annual sales, profit, market share, and strategic objectives for the U.S. Neighborhood Pet channel. • Translate company and commercial strategy into clear annual, quarterly, and monthly operating plans that drive execution across all sales regions, customers, and distributor partners. • Serve as the single point of accountability for national channel performance, identifying risks and opportunities and implementing corrective actions to achieve business objectives. • Establish and communicate clear performance expectations and success measures across the sales organization.

Sales Team Leadership & Talent Development • Lead, coach, and develop Region Sales Managers, Distributor Sales Managers, and Key Account Managers to deliver superior commercial results. • Create a high-performance culture focused on accountability, ownership, customer focus, collaboration, and execution excellence. • Build organizational capability through succession planning, talent development, coaching, performance management, and leadership development initiatives. • Ensure consistent performance management processes are in place, including goal setting, business reviews, talent assessments, and development planning.

Key Account Leadership • Maintain executive ownership of strategic national and regional retail accounts. • Guide Key Account Managers in developing and executing Joint Business Plans that accelerate sales growth, distribution gains, category leadership, and customer profitability. • Strengthen executive-level relationships with key retail customers and leverage those relationships to identify growth opportunities and resolve business challenges. • Ensure consistent execution of customer-specific programs, promotions, assortment strategies, merchandising standards, and pricing initiatives.

Distributor Strategy & Performance Management • Own distributor strategy, network effectiveness, and distributor profitability across the U.S. • Establish performance expectations and scorecards for distributor partners, holding distributors accountable for execution, sales growth, market coverage, merchandising standards, and strategic priorities. • Lead annual business planning processes with distributors and ensure resources are aligned to deliver market development objectives. • Partner with Distributor Sales Managers to improve distributor capabilities, sales force effectiveness, and market penetration. • Evaluate distributor performance and recommend investments, optimization opportunities, or strategic changes as required.

Revenue Growth & Commercial Excellence • Develop and execute growth strategies that expand revenue, market share, household penetration, and customer acquisition across all product categories. • Identify white-space opportunities, emerging channel trends, and new business opportunities to accelerate growth. • Drive execution of national sales programs and promotional initiatives across customers and distributor partners. • Ensure pricing, assortment, promotional investments, and commercial programs maximize return on investment and profitability.

Forecasting, Planning & Operational Discipline • Own the sales forecasting process and ensure forecast accuracy, pipeline visibility, and demand planning alignment. • Lead annual budgeting and sales planning activities, ensuring resources are allocated effectively to achieve strategic priorities. • Monitor and manage business performance through established KPIs, scorecards, and business reviews. • Implement rigorous operating rhythms and performance management processes to improve execution and accountability throughout the organization. • Ensure timely reporting of sales performance, market trends, customer developments, and business risks.

Cross-Functional Leadership • Partner closely with Marketing

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