Executive Director of Sales

NaturVet•Temecula, CA

6h•Remote

About The Position

The Executive Director of Sales is responsible for leading NaturVet’s commercial organization and driving sustainable, profitable revenue growth across all channels. Reporting to the Chief Revenue Officer (CRO), this executive will set the strategic direction for the sales function, build and develop a high-performing team, and own the full P&L across FDM/C, Pet Specialty (Petco, PetSmart), Mass, Club, Grocery, Private Label, and eCommerce. The Executive Director of Sales will serve as NaturVet’s senior commercial voice — internally and externally — bringing deep expertise across channels and established, active relationships at the buyer and senior leadership level with key retail partners including Walmart, Sam’s Club, Costco, and major grocery and pet specialty accounts. This leader will translate market opportunity into executable channel strategies, align cross-functional resources behind commercial priorities, and hold the organization accountable to ambitious but achievable targets. The ideal candidate is a growth-oriented executive who combines strategic vision with hands-on execution, excels at building retailer trust and long-term partnerships, and has a demonstrated track record of winning at shelf across multiple classes of trade.

Requirements

10+ years of progressive CPG sales experience with a demonstrated track record of revenue growth across multiple channels and classes of trade.
Minimum 5 years in a senior sales leadership role — VP, Director, or equivalent — with direct management of national account teams.
Deep, active, and referenceable relationships at the buyer and senior leadership level at Walmart, Sam’s Club, Costco, and major grocery banners; candidates must be able to speak specifically to these relationships and work within their platforms without reliance on brokers.
Proven experience managing Pet Specialty accounts (Petco and/or PetSmart) with a strong understanding of the pet category retail landscape.
Demonstrated success owning and growing Private Label programs with major retail partners.
Fluency across FDM/C, Mass, Club, Grocery, Pet Specialty, and eCommerce channels.
Strong command of retail economics, trade fund management, and P&L ownership.
Proficiency with syndicated data platforms (IRI, Nielsen, Luminate) and retailer-specific tools (Retail Link, 1WorldSync).
Track record of forecast accuracy and disciplined customer business planning across channels and accounts.
Team Builder. Attracts, develops, and retains top talent; creates an environment where people are challenged, accountable, and motivated to win.
Strategic Thinker. Translates market complexity into clear priorities and executable plans; comfortable operating at both the strategic and executional level.
Relationship Driver. Builds deep, trust-based partnerships with retail customers, internal stakeholders, and industry peers that create long-term commercial advantage.
Influential Leader. Earns credibility and drives alignment across functions and levels without relying on authority, a persuasive communicator with a strong point of view.
Decisive & Adaptable. Operates with clarity and confidence in ambiguous, fast-moving environments; makes sound decisions quickly and adjusts course when the business demands it.
Change Agent. Champions continuous improvement and organizational evolution; comfortable challenging the status quo and bringing others along through change.
Commercially Driven. Consistently delivers against financial, share, and activation targets; holds themselves and their team to a high standard of performance and accountability.
Ability to travel as required using various modes of transportation, including air and ground travel; must possess or be able to obtain appropriate travel identification.
As an E-Verify employer, we comply with applicable state and federal laws; candidates must be authorized to work in the United States. Visa sponsorship is not available for this role.
Employment is contingent upon successful completion of a background check, which may include criminal history, credit, drug screening, and motor vehicle records. Screening is conducted by a third-party vendor.