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Reports To: Sales Director

Position Summary

The Manager, Customer Account- Pet Specialty- Drug & Grocery position manages and expands revenue and distribution at designated customer accounts and markets. Acting as the main point of contact with customers and distributors, this role ensures that company offerings meet customer needs. The manager focuses on generating profitable growth through impactful storytelling and skilled negotiation, supporting PetAg's commercial strategies.

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

• Achieve or exceed sales targets across assigned product lines by growing and expanding the existing customer base within designated channels.
• Serve as a technical expert by providing advanced product knowledge and problem-solving support to customers, ensuring effective use and application of products while maintaining current, in-depth expertise across all product lines.
• Develop and execute channel-specific selling strategies that drive sustainable top-line revenue growth across assigned customer landscape.
• Provide actionable market insights to Sales and Marketing teams regarding competitive activity, customer trends, and evolving market conditions.
• Develop and deliver advanced go-to-market plans that demonstrate strong business acumen and the ability to influence and align stakeholders across the organization.
• Plan, deploy, and manage trade and promotional resources to deliver measurable results and strong ROI in alignment with the approved business plan.
• Demonstrate top-tier leadership behaviors by acting with an ownership mindset and accountability for results.
• Build strong, consultative customer relationships by asking insightful questions to uncover opportunities and translating them into executable business plans.
• Exhibit expert-level negotiation and relationship-building skills to drive mutually beneficial partnerships with customers.
• Perform additional duties assigned to support business objectives.

Safety Responsibilities:

• Follow all company safety policies and procedures.
• Participate in required safety training.
• Report unsafe conditions, near misses, and incidents promptly.

Required Qualifications

• Bachelor's degree in Sales, Management, Business, or a related field, or an equivalent combination of education and relevant experience.

• Experience:

• 3-5 years of progressive sales experience within the animal health, pet, or related industry.

• 1 years of headquarters (HQ) responsibility supporting key Pet Specialty customers is preferred.

• Omnichannel Expertise: Understanding of the omnichannel sales landscape, with the ability to generate demand through digital and eCommerce channels.

• Customer Focus: Highly developed customer service skills with a proven ability to build, maintain, and grow strong client relationships. Ownership of joint business planning.

• Financial Acumen: Strong financial acumen, including forecasting, trade optimization, ROI analysis, and P&L management. Syndicated data analysis along with promotion and performance tracking.

• Self‑Direction: Results-oriented self‑starter with a solution-focused mindset and the ability to operate independently.

• Merchandising Experience: Experience with assortment planning, merchandising, category reviews, line reviews, and promotional planning

• Communication Skills: Excellent verbal and written communication skills, including storytelling and executive-level presentation capabilities.

• 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 25%-50%.

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 developing channel-specific sales strategies, delivering impactful go-to-market plans, and executing merchandising, assortment, and promotional planning within Pet Specialty channels, we'd love to hear from you.

Apply today to join an employee-owned organization committed to shared success, innovation, and long-term growth through employee ownership.

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 $92,700 Min to $139,050 Max per year.

Additionally, you will be eligible to participate in a bonus incentive program associated with this specific role.