Director of Sales - FDMC

The Wellness Pet Company is on a mission to help the next generation of pet parents fulfill a shared life of wellbeing with their pets through a foundation of proven nutrition. We are committed to crafting high-quality pet food, dental chews, treats, and topper recipes that are made with the perfect balance of high-quality natural ingredients paired with the latest scientific research and technologies. As a community of people working together, Wellies are positively obsessed with how to deliver proven health outcomes that pet parents can see and pets can taste. Wellies bring their best to work every day, come ready to collaborate, embrace the hard things, and own their outcomes.

Our Team is based out of our office in Burlington, Massachusetts, where we work in-office Monday through Thursday each week, and remotely on Fridays. Team members must reside within or be willing to relocate to a commutable distance from our Burlington office.

Reporting to the SVP of North America Sales for the Food Drug Mass Club channel, you will manage and develop all aspects of the FDMC business. This position is based out of our headquarter offices in Burlington, MA. As an integral member of the sales team, you will play a key leadership role in building a successful sales and support team by working at a strategic level to deliver targeted objectives and financial results in a manner that exemplifies our mission and philosophy.

What You’ll Accomplish

• Develop effective annual business plans with clear realistic and stretch goals, milestones, and desired results, managing the P&L on an ongoing basis and evaluating quarterly for optimization as needed.
• Rally your team around organizational and team expectations and goals; define and manage financial and sales targets per business plan and hold the FDMC team accountable for the achievement of goals across Food, Drug, Mass, and Club.
  • Help CCO develop Channel Strategy for next 3 years with targeted customers, products, and strategies
• Manage Acosta as our National Broker; set quarterly KPIs, track meetings/deliverables, and drive Wellness Pet focus within their organization
• Leverage internal and external data supplied by FDMC retailers and service providers to monitor and forecast business performance and activation.
• Promote a customer-centered culture that strives to exceed customer needs, requirements, and expectations.
• Manage and build teams that promote excellence, collaboration, and teamwork by providing ongoing feedback and coaching on progress against accountabilities, development plans, and providing training on the changing marketplace.
• Build effective working relationships with the members of the sales management, marketing, and other internal teams to execute programs to both drive revenue and build our brand equities in line with brand strategies.
• Champion business needs for your accounts internally and partner with Shopper Marketing to help drive the most efficient programming at Key Retailers
• Pursue and own critical relationships with key accounts; develop and maintain high visibility with account key decision-makers and decision-influencers to advance brand opportunities, negotiate annual JBP plans, terms, and agreements, drive new business opportunities and solves challenges quickly by developing a deep understanding of their business goals and challenges and solutions available.
• Ensure go-to-market plans for new products are implemented with excellence.
• Help lead ongoing Minimum Advertised Price (MAP) Policy optimization and marketplace enforcement.

Who We’re Looking For

Team Wellie is a group of people who are truly obsessed with all the best ways about winning for the consumer and the pets they love. And so, we are seeking an individual who:

• Always starts with the consumer
• Is dedicated to doing it right the first time
• Brings their best every day
• Has an “all-in” mindset
• Embraces the hard things and does them right away
• Owns their outcomes
• Gives back to their community

In addition, for this specific role, we need someone who:

• 15+ years of a successful track record in sales management.
• Consumer packaged goods (CPG) experience.
• A bachelor’s degree in business management or marketing or equivalent experience
• A proven track record managing a business in excess of $50MM while building strong, diverse cross-functional teams and internal stakeholder networks.
• Demonstrated success the coaching and developing direct reports and building a team of high-powered business managers.
• Strong financial capabilities are needed to manage risk, understanding both cost and revenue implications; experience in setting and managing the annual budget throughout year.
• Advanced analytical skills and experience in developing marketing and sales metrics and evaluating ROIs.
• The ability to travel approximately 20% of their time.

Why Wellness Pet?

We care about the wellbeing of our people, their families, and their pets. We treat every Wellie to a best-in-class benefits package, a warm and welcoming environment, and a place where you can learn and grow professionally. More information about what makes us special can be found on our website. The Wellness Pet Company is proud to be an equal opportunity workplace. We foster an inclusive work environment and are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

The annual salary range for this position is $162,900.00 to $247,600.00, based on a full-time work schedule, anticipated responsibilities, market benchmarks, and organizational equity. Compensation may vary within that pay range depending on the selected candidate’s professional background, experience, operational needs, and other considerations permitted by law. The full compensation details will be communicated upon finalization of the employment offer and may include eligibility for participation in a bonus program.

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