Channel Sales Manager – Grocery

This is a fully remote position, open to applicants in Missouri.

📋 Description

• Take ownership of the grocery channel P&L, achieving annual revenue, distribution, and profitability objectives.

• Formulate and implement the comprehensive strategy for Native Pet's grocery channel encompassing natural, specialty, and conventional grocery sectors.

• Oversee distributor relationships, including KeHE and UNFI, ensuring seamless execution, inventory management, and promotional alignment.

• Direct broker relationships by establishing clear goals, evaluating performance, and fostering accountability for growth.

• Create and execute collaborative business plans with key retailers, distributors, and brokers to promote sustainable growth.

• Manage strategic grocery accounts such as Sprouts, Whole Foods Market, Fresh Thyme, along with other regional and national retailers.

• Identify, prioritize, and secure new distribution opportunities within both natural and conventional grocery channels.

• Conduct assortment reviews, pricing strategies, promotional planning, and trade investments to optimize revenue, profitability, and ROI.

• Collaborate cross-functionally with Marketing, Finance, Supply Chain, Demand Planning, and Operations to implement customer initiatives and deliver exceptional customer service.

• Work alongside Demand Planning to create precise sales forecasts and maintain healthy inventory levels across customers and distribution partners.

• Analyze POS, shipment, and inventory data to identify trends, discover opportunities, and proactively address risks.

• Develop persuasive, data-driven customer presentations, business reviews, and sales narratives that enhance retailer partnerships and promote growth.

• Represent Native Pet at customer meetings, distributor events, broker gatherings, and industry trade shows.

⛳️ Requirements

• 3-5+ years of experience in CPG sales or account management, ideally within grocery, natural/specialty retail, pet, or other rapidly growing consumer brands.

• Proven experience managing distributor relationships (KeHE, UNFI), broker networks, and/or major grocery retailers.

• Track record of successfully growing existing customer relationships while cultivating new business opportunities.

• Strong financial understanding with experience in managing trade spending, forecasting, pricing, and promotional ROI.

• Excellent analytical skills with experience in utilizing retail data, syndicated reporting, and customer insights to inform business strategies.

• Outstanding negotiation, presentation, and relationship-building capabilities.

• Highly organized, self-driven professional who excels in a fast-paced, high-growth setting, balancing strategic thought with hands-on execution.

• Comfortable with adopting AI-driven tools and other emerging technologies to enhance productivity, uncover insights, and streamline daily tasks.

• Exhibits a continuous learning attitude and proactively uses technology to work more efficiently, drive effectiveness, and increase impact.

• Advanced skills in Microsoft Excel and PowerPoint.

• Bachelor's degree is preferred.

🏝️ Benefits

• Competitive salary with the potential for equity/performance-based compensation.

• 401(k) plan with a 4% company match, available after six months.

• Open vacation policy aimed at promoting a seamless work-life balance.

• Wellness benefits, including access to ClassPass and WellHub to support fitness and wellness objectives.

• Opportunity to join a venture-backed, high-growth startup in one of the fastest-growing categories in CPG.

• Enjoy a supportive, fun, and caring team dedicated to your success and quality of life.

• St. Louis, Missouri office situated in the newly renovated City Foundry campus.

• Pets, including dogs and cats, are welcome in the office (of course).