Director, National Sales – Speciality Channels

Freshpet

. Drive strategy and growth in Freshpet’s pet specialty channel business .

Posted 11/10/2026full-timeRemote • New Jersey • United StatesLead💰 $175,000 - $195,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving strategy and growth within the pet specialty channel, leveraging data analytics and customer insights to develop actionable plans that enhance brand presence and optimize distribution. Proven ability to lead negotiations and build strategic partnerships that result in sustainable revenue growth.

Highest-signal resume keywords

Business DevelopmentStrategic PlanningAnalytical AcumenCustomer Partnership ManagementNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue GrowthCategory InsightsRetail StrategyPerformance MonitoringForecastingTrade PlanningAssortment OptimizationIn-Store ProgrammingData AnalysisMarket Trends

Soft Skills

Communication SkillsStorytellingInfluencing StakeholdersOwnership MindsetAgility

Tools & Technologies

NielsenSalesforcePower BI

Industry Keywords

CPGPet Specialty ChannelRetail PartnershipsCategory ExpansionShopper Insights

About the role

Key responsibilities & impact

Drive strategy and growth in Freshpet’s pet specialty channel business
Develop account and channel strategy
Drive revenue and distribution growth
Strengthen retail partnerships
Translate data into clear, actionable plans that unlock category expansion
Define customer priorities, growth levers, and where to play
Develop high-impact initiatives that scale the Freshpet brand and fresh pet food category
Build annual and quarterly strategic plans using category trends, shopper insights, and retailer dynamics
Lead joint business planning with customers
Maintain relationships with key decision-makers across national and regional specialty retailers
Advise customers on category growth, assortment, and merchandising
Own revenue, distribution, and ACV performance across assigned accounts
Identify opportunities to expand distribution, optimize assortment, and strengthen in-store presence
Monitor performance trends and adjust strategies in real time
Ensure execution of new item launches and in-store programming
Leverage data and analytics to evaluate performance and inform decisions
Partner on forecasting, planning, and performance tracking
Collaborate with marketing, supply chain, finance, and operations
Coordinate distributor partners to drive consistent execution and expanded reach
Support account-level forecasts, trade planning, and investment strategies
Monitor financial targets and balance growth opportunities with ROI discipline

Requirements

What you’ll need

Bachelor’s degree in Business, Marketing, or a related field
10+ years of experience in large CPG; natural or pet channel experience strongly preferred
Proactive business development focus, with the ability to identify and open new doors and convert opportunities into profitable growth
High ownership mindset and agility to make sound decisions and deliver results in a fast-paced, evolving environment
Proven ability to lead complex negotiations and build strategic customer partnerships that drive sustainable, profitable growth
Strong analytical and commercial acumen, with the ability to translate category, customer, and shopper insights into actionable growth plans
Excellent communication and storytelling skills, with the ability to influence stakeholders across levels and functions
Familiarity with Nielsen, Salesforce, or Power BI
Ability to travel approximately 40% nationwide
Legally authorized to work in the United States
Must not require visa sponsorship

Benefits

Comp & perks

Medical, dental and vision insurance
Basic and optional life insurance
Short- and long-term disability protection
Flexible spending accounts
401(k) plan with company match
Paid parental leave
Pet insurance
Tuition assistance
Generous PTO plan