Director, Sales

Doskocil Mfg.•Arlington, TX

26d•Remote

About The Position

At Petmate, we create trusted, purpose-driven products for pets and the people who love them. With a portfolio of standout brands like Chuckit!, Petmate, Quirky Kitty, and Vittles Vault, we serve pet parents across the country through major retailers and omnichannel partners. We’re passionate about innovation, growth, and delivering joyful experiences in a fast-paced, pet-loving culture. The Director of Sales for Farm & Ag & Hardware Channels is responsible for leading and growing Petmate’s Farm & Ag and Hardware businesses across key strategic customers including Tractor Supply Co. (TSC), Lowe’s, Rural King, and regional hardware partners. This role will have the full P&L accountability, develop customer and channel strategy, and leads a team to deliver sustainable, profitable growth. The Director of Sales will act as the senior commercial leader for these channels—balancing near-term execution with long-term category and portfolio strategy. This is a highly visible leadership role requiring strong customer influence, financial acumen, and cross-functional collaboration. Remote position, preferred location Midwest

Requirements

10+ years of progressive experience in Sales, Account Management, or Commercial Leadership
Proven experience leading national or large strategic accounts in Farm & Ag, Hardware, Mass, or Specialty Retail
Demonstrated P&L ownership and strong financial acumen
Experience leading and developing teams
Strong negotiation, presentation, and executive-level communication skills

Nice To Haves

Experience with Farm & Ag, Hardware, Home Improvement, or Rural retail channels
Familiarity with line reviews, planograms, and merchandising strategies
Experience partnering cross-functionally in a matrixed organization
Background in consumer products, durable goods, or pet category preferred

Responsibilities

Own and grow a multi-channel book of business across Farm & Ag and Hardware, including national and regional accounts
Serve as the senior point of contact for top customers (e.g., TSC, Lowe’s, Rural King), building trusted, strategic partnerships
Lead line reviews, assortment strategies, pricing architecture, and promotional plans aligned to customer and Petmate objectives
Identify whitespace and growth opportunities across innovation, distribution, secondary placement, and merchandising
Full P&L accountability for the Farm & Ag and Hardware channels.
Drive top-line growth while managing gross margin, trade spend, and operating expenses
Develop and manage annual operating plans (AOP), forecasts, and long-range growth plans
Evaluate ROI on promotions, investments, and customer programs to ensure profitable growth
Lead, coach, and develop a high-performing sales team, fostering accountability and executional excellence
Set clear priorities, goals, and expectations aligned to channel and company strategies
Build strong internal partnerships with Marketing, Product, Supply Chain, Finance, and BI teams
Create a culture of ownership, collaboration, and continuous improvement, and urgency to accelerate the business
Develop and execute channel-specific strategies that reflect unique customer needs and growth opportunities
Translate enterprise goals into clear, actionable plans for the team
Champion innovation launches, ensuring disciplined execution from sell-in to shelf
Partner with Channel Marketing, Finance, Marketing, and Product teams to shape future strategy for Farm & Ag and Hardware customers
Act as a key voice for the channel in enterprise planning, S&OP, and innovation discussions
Align with Finance on forecasting, budgeting, and performance tracking
Collaborate with Supply Chain to ensure service, inventory health, and readiness for promotions and resets