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Senior Director of Sales (Pet Specialty Channel) Peregrine Consulting Ltd Chino, CA Job Details Full-time $150,000 - $200,000 a year 1 day ago Benefits Dental insurance Paid time off Vision insurance 401(k) matching Qualifications Nutrition Sales demand planning Business development management Managing customer accounts Retail industry sales team management experience Sales revenue Forecasting Customer retention strategy Sales analytics & reporting tools Finance Nielsen Merchandising Managing sales strategy or development teams Account development Channel development Sales team management Sales data analysis Team development Retail category management Budget planning Business development within retail Sales budget management Sales revenue analysis Customer relationship management Profit & Loss statement Initial Contact (sales skills) Channel sales Prospecting Leading team collaboration initiatives Retail store product knowledge Sales strategy Full Job Description Overview The company is a fast-growing premium pet brand rooted in a simple belief: pets deserve better. Our flagship innovation is freeze-dried pet food and treats — a category we have built deep expertise in and are aggressively expanding across key retail channels. Freeze-drying preserves the nutrition, flavor, and integrity of wholesome ingredients without artificial preservatives, delivering a product that resonates strongly with today's health-conscious pet owner. Headquartered in Chino, CA, it is on a high-growth trajectory and is seeking a driven, channel-savvy sales executive to lead our charge into the pet specialty retail segment.

Position Summary:

The Vice President of Sales - Pet Specialty Channel is a critical senior leadership role reporting directly to the Chairman of the company. This executive will be the architect and owner of our pet specialty commercial strategy — responsible for winning and deepening distribution across national and regional pet specialty retailers, building a high-performing sales organization, and becoming a trusted face of our brand in the channel. This is a role for both a hunter and a farmer: someone who can open doors and close new business, while also cultivating long-term, strategic relationships with key accounts. The right candidate will have an intimate understanding of the pet specialty channel — how it operates, how buyers think, and how to win on shelf and online — and a genuine passion for pet nutrition and freeze-dried products. Given the growth phase of our business, this role will require a strong on-site presence in Chino, CA, especially during onboarding, along with frequent travel to retail partners, trade shows, and regional markets.

Key Responsibilities:

Channel Strategy & Business Development (Hunter) Own and drive the go-to-market strategy for the pet specialty channel, including national chains, regional retailers, and independent specialty stores Identify, prospect, and win new distribution opportunities across key accounts such as Petco, PetSmart, Pet Supermarket, Pet Supplies Plus, and other specialty formats Develop tailored pitches, category selling stories, and trade programs that compel buyers to list and support company's Pet products Aggressively pursue new doors, new segments, and new revenue streams — bringing entrepreneurial energy and commercial creativity to every opportunity Key Account Management & Deepening (Farmer) Serve as the primary senior relationship owner for major pet specialty accounts — building genuine, trust-based partnerships with buyers and category managers Lead Joint Business Planning (JBP) with key retail partners, aligning on distribution targets, promotional calendars, and category growth objectives Manage shelf placement, planogram execution, promotional investment, and pricing strategy to maximize sell-through and brand presence Proactively identify at-risk accounts and take decisive action to retain and grow the business Product Knowledge & Category Expertise Develop deep, working knowledge of company's Pet's product portfolio — particularly our freeze-dried offerings — to serve as an authentic and credible product advocate with retailers Educate retail buyers and store teams on the functional benefits, production process, and consumer appeal of freeze-dried nutrition Stay ahead of category trends, ingredient innovations, and competitive landscape in freeze-dried, raw, and premium pet food segments Translate product knowledge into compelling commercial narratives that resonate with specialty buyers and drive incremental distribution Team Leadership & Cross-Functional Collaboration Build, lead, and develop a field sales team including National Account Managers and Key Account Executives Set clear KPIs and performance expectations; conduct regular business reviews to drive accountability and continuous improvement Work closely with Marketing, Supply Chain, Finance, and Operations to ensure seamless execution — from product launch to in-store delivery Be a collaborative, solutions-oriented partner internally; this role requires strong stakeholder management across all functions Forecasting, P&L & Analytics Own the pet specialty channel P&L including net revenue, trade spend, and contribution margin Deliver accurate monthly and quarterly sales forecasts and manage trade budgets with discipline Leverage syndicated data (SPINS, Nielsen, IRI/Circana) and retailer POS data to identify opportunities and sharpen strategy Qualifications & Experience Required 8+ years of progressive sales experience in the pet industry, with a strong focus on the pet specialty channel Demonstrated, hands-on experience calling on and managing key pet specialty accounts — including Petco, PetSmart, Pet Supermarket, Pet Supplies Plus, or comparable retailers Deep channel expertise: you understand how pet specialty retailers buy, how categories are managed, and what it takes to win and hold shelf space Strong product knowledge in pet food and accessories; direct experience with freeze-dried or raw pet food is a significant advantage Proven ability to operate as both a hunter (new business development) and a farmer (strategic account management and retention) Track record of building and leading high-performing sales teams in a growth-stage or entrepreneurial environment Experience owning a channel P&L, managing trade budgets, and forecasting revenue Proficiency with syndicated data tools (SPINS, Nielsen, IRI/Circana) and CRM platforms Ability to be based in or regularly present at our Chino, CA headquarters, especially during onboarding Willingness and ability to travel frequently — to retail partners, regional markets, and trade events (estimated 40-60%, higher during ramp-up) Preferred Prior experience at a freeze-dried, raw, or premium natural pet food brand Established relationships with senior pet specialty buyers and category managers Experience navigating both large national chains and independent specialty retailers What We're Looking For A true pet industry insider who knows the pet specialty channel from the inside out — not just the names, but how it really works A product believer: someone who gets genuinely excited about freeze-dried nutrition and can bring that enthusiasm authentically to retail conversations Hunter mentality balanced with farmer discipline — you close new business and protect and grow what you've built A team player and cross-functional collaborator who earns trust internally as much as externally Entrepreneurial, adaptable, and comfortable in a high-growth, fast-moving environment where not everything is figured out yet High integrity, strong work ethic, and a genuine passion for the pet category

Compensation & Benefits Base Salary:

$150,000 - $200,000 (commensurate with experience) Annual performance bonus tied to channel revenue and key business metrics Long-term incentive / equity participation Comprehensive health, dental, and vision benefits 401(k) with company match PTO On-site presence required in Chino, CA (especially during onboarding); hybrid flexibility thereafter with frequent travel

Pay:

$150,000.00 - $200,000.00 per year

Work Location:

In person