Regional Distributor Manager, U.S.

Mars•San Diego, CA

6d•$115,000 - $158,000•Remote

About The Position

Champion Petfoods is seeking a Regional Distributor Manager, U.S. to join their growing company. This role is responsible for delivering sales growth, market share expansion, distribution gains, and execution excellence through distributor partners within an assigned region. Reporting to the Director, U.S. Sales, Neighborhood Pet, the manager will be the primary business lead for distributor performance and development. The role involves translating national sales strategy into regional execution plans, ensuring alignment with Champion's priorities and growth objectives. Success is driven through distributor leadership, joint business planning, retailer engagement, sales capability development, and disciplined performance management, ultimately building strong partnerships, improving retail execution, developing distributor sales teams, and delivering profitable growth.

Requirements

Bachelor's degree in Business, Sales, Marketing, or a related field.
5+ years of progressive sales experience within the pet industry, consumer packaged goods, or a related distribution-driven environment.
Demonstrated success managing distributor relationships and driving growth through indirect sales channels.
Proven ability to develop and execute business plans that deliver revenue growth, distribution gains, and improved customer performance.
Strong financial and commercial acumen, including forecasting, budgeting, business analysis, and ROI management.
Experience influencing and developing sales teams without direct reporting authority.
Excellent relationship-building, negotiation, and communication skills.
Ability to analyze market data and translate insights into actionable growth strategies.
Highly collaborative, self-motivated leader who thrives in a fast-paced and entrepreneurial environment.
Proficiency with Microsoft Office Suite and sales reporting tools.
Ability to travel approximately 40-50% within assigned geography.

Responsibilities

Own sales, distribution, and execution results across assigned distributor partners and territories.
Hold distributors accountable to annual sales targets, distribution objectives, promotional programs, and strategic growth priorities.
Monitor distributor performance through established KPIs and implement corrective action plans when required.
Regularly evaluate distributor effectiveness, market coverage, resource allocation, and return on investment.
Develop and execute Joint Business Plans with distributor partners aligned to national sales objectives and growth strategies.
Identify opportunities to increase market penetration, distribution points, retailer productivity, and share growth.
Lead annual planning, forecasting, and business review processes with assigned distributors.
Align distributor investments and resources to maximize commercial performance and customer impact.
Influence, coach, and develop Distributor Sales Representatives (DSRs) to improve execution and sales effectiveness.
Conduct regular market visits to evaluate retail execution, merchandising standards, assortment compliance, and promotional effectiveness.
Deliver sales training, product education, and business development support to distributor sales organizations.
Ensure execution excellence against merchandising, pricing, promotional, and distribution objectives.
Partner with key regional and independent retail customers to support growth, distribution expansion, and customer satisfaction.
Conduct customer business reviews and identify opportunities to strengthen Champion's market position.
Support distributor teams in developing retailer-specific growth strategies and action plans.
Build trusted relationships that position Champion as a strategic partner.
Maintain accurate regional forecasts and provide timely updates on risks and opportunities.
Manage trade investments and promotional spending to maximize ROI and profitability.
Analyze sales performance, market trends, customer results, and distributor productivity to identify opportunities for growth.
Provide regular business updates and recommendations to the Director, U.S. Sales.
Represent Champion Petfoods at industry events, trade shows, distributor meetings, and customer engagements.
Deliver insights regarding competitive activity, consumer trends, market dynamics, and emerging opportunities.
Partner cross-functionally with Marketing, Finance, Supply Chain, and Customer Service to ensure successful execution of business initiatives.