Director, Commercial Growth

Petco

About The Position

The Director, Commercial Growth drives the strategic development and implementation of Pet Services commercial growth and initiatives. This role serves as the primary owner of procurement, vendor negotiations, contracts, pricing, product and promotions, along with the performance outcomes, and financial impacts. Direct accountability for planning, execution, and stakeholder engagement. Leads complex, high-visibility Pet Services initiatives that influence senior leadership decision-making and drive growth across multiple customer touchpoints in a highly visible category for Petco.

Requirements

Bachelor’s degree in business administration, or related field
10 years of experience in enterprise business strategy and/or business management, including 4 years of experience in project management
Minimum of 5 years in people management experience
Comfortable with working in a fast-paced, results driven environment
Proven track record of leading strategic initiatives, process improvement, acquiring cross-functional alignment and hitting goals
Strong analytical and problem-solving skills, with the ability to translate data into actionable insights
Advanced Excel and PowerPoint skills, with highly developed presentation skills
Passion to continuously provide exceptional customer service to all internal business partners
Data-driven decision-maker with high degree of competence in analyzing data
This position is deadline intensive and requires the ability to gracefully and seamlessly handle multiple tasks while simultaneously being highly visible.
Passion for innovation and using technology to drive efficiency.
Track record of successful cross-functional communication and project management.

Nice To Haves

Hands on experience with SQL and other advanced data tools is preferred

Responsibilities

Leads the evaluation, design, and implementation of commercial initiatives to achieve the organization's operational and financial goals across all commercial touchpoints (e.g., vendor negotiations, contracts, purchasing, product and program pricing).
Develops and manages commercial initiatives directly tied to the P&L, building and maintain financial models and executive-level reporting to monitor performance, evaluate risks, and inform strategic decision-making. Also responsible for developing, analyzing, and reporting KPIs and other performance metrics to identify trends and drive continuous improvement.
Optimize vendor partnerships by renegotiating terms and commitments to drive revenue and profitability. Serve as a primary business leader in multi-year strategic partnerships to drive value realization.
Lead the design and execution of holistic joint business plans, ensuring cross functional buy-in to deliver commercial objectives.
Conducts in-depth analysis to identify commercial opportunities based on performance data and market feedback.
Lead the end-to-end operations on inventory controls, from strategic sourcing and vendor negotiations to hospital and clinic replenishment while mitigating risks.
Lead a dedicated team by providing clear goals, metrics and accountability. Act as a servant leader by removing blockers and keeping momentum to drive results. Lead a team that is responsible for vendor performance and product accuracy, driving continuous improvement.
Serves as a key thought partner to senior leadership by delivering executive-ready presentations, strategic insights, and financial forecasts that influence company-wide decisions.
Partner closely with cross-functional revenue driving teams, including finance, field leaders, product, marketing and customer teams. Drive pricing, market segmentation and product strategy to maximize profitability. Identify retail, e-commerce and DTC opportunities to improve channel performance.
Owns the full lifecycle of high-impact commercial projects-including proposal development, resource planning, and execution management, with a focus on delivering measurable business outcomes.
Acts as primary commercial leader and subject matter expert, representing the function in enterprise forums, cross-business committees, and senior-level reviews.
Manages project execution by establishing timelines, resource plans, and staffing needs across all phases. Ensures alignment to budget and scope, tracks progress, resolves project issues, and communicates updates to stakeholders to ensure successful delivery.