Position Title: FDM Sales Account - BrightPet Brands
Department: Sales
Classification: Salary/Exempt
Reports To: Executive Vice President, Brands
Location: Remote
Position Summary:
The Sales Account Manager, FDM is responsible for leading and growing key customer relationships within the BrightPet brands segments of our pet food business. This role serves as the primary point of contact for strategic accounts in Food, Drug, Mass (FDM) channels, ensuring customer satisfaction, driving profitability and aligning client needs with company capabilities. The Sales Account Manager will develop long-term partnerships that support mutual growth, operational excellence, and innovation in pet nutrition.
He/She/They will develop and execute customer growth strategies, lead annual business planning and identify new distribution and assortment opportunities while collaborating cross-functionally for exceptional execution. The ideal candidate combines deep pet industry knowledge with strong commercial acumen, retailer expertise (preferably with large retail channels), and a proven ability to grow brands across multiple retail channels.
Key Responsibilities:
- Account Management & Growth
- Develop and execute customer-specific growth plans that drive revenue, profitability, distribution expansion, and market share gains
- Track and leverage performance, velocity and operations data to deliver and execute customer-specific growth plans
- Lead annual and joint business planning with key retail accounts
- Collaborate with customers to identify new product opportunities, line extensions, promotional programs and category innovation.
- Identify opportunities to expand assortment, secure new distribution and accelerate category growth.
- Manage broker relationships to optimize opportunities and support a profitable business
- Deliver annual sales, profit, and growth objectives for assigned accounts.
- Ensure exceptional customer experience by anticipating needs and proactively resolving issues.
- Build strong, trust-based relationships with key decision-makers in purchasing, R&D, marketing, and operations.
- Cross-Functional Leadership
- Partner with internal teams including Operations, Supply Chain, Quality, R&D, and Finance to ensure flawless execution of customer programs.
- Lead cross-functional meetings to align on timelines, deliverables, and continuous improvement initiatives.
- Act as the customer advocate internally, balancing client expectations with company priorities and capabilities.
- Support the S&OP process, specifically with inputs that impact the forecast and Demand signal, ensuring visibility and understanding of financial impact to business
- Conduct regular business reviews and present performance metrics, forecasts, and strategic initiatives for data-driven decision making.
- Business Development
- Identify and pursue opportunities with existing and potential customers that align with company growth strategies.
- Collaborate with the commercial team to develop proposals, pricing models, and business cases for new opportunities.
- Monitor market trends, competitive activity, and emerging opportunities within the pet food industry.
- Financial Management
- Manage account profitability through effective pricing, forecasting and contract management.
- Own accurate demand forecasts and communicate changes promptly to operations and supply chain.
- Track account performance against annual sales targets and KPIs and make recommendations to support responsible growth.
Qualifications:
- Bachelor’s degree in business, Marketing, or related field; MBA
- 5+ years of account management or sales experience in pet food, consumer packaged goods (CPG), or food manufacturing, with a focus on Brand and Pet partnerships.
- Expert in Mass channels, understanding trends and dynamics of business.
- Proven track record of managing large strategic accounts and achieving growth objectives.
- Excellent negotiation, communication, and presentation skills.
- Data-driven mindset with strong analytical and financial acumen.
- Proficiency in CRM and ERP systems (e.g., Salesforce, NetSuite, Monday.com).
- Ability to travel up to 30% for customer meetings and industry events.
Key Competencies:
- Strategic and consultative selling
- Relationship and stakeholder management
- Business and financial acumen
- Collaboration and cross-functional leadership
- Project management and execution discipline
- Customer-focused problem solving
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Application Question(s):
- What are your salary requirements for this role?
Work Location: Remote
