Director, SalesPetmate

Petmate

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.

 POSITION SUMMARY: 

The Director of Sales for Farm & Ag, Hardware and Home Center Channels is responsible for leading and growing Petmate’s Farm & Ag, Hardware and Home Center businesses across key strategic customers including Tractor Supply Co. (TSC), Lowe’s, Rural King, and regional hardware and home center 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

 ESSENTIAL DUTIES AND RESPONSIBILITIES:

Channel & Customer Leadership 

• Own and grow a multi-channel book of business across Farm & Ag, Hardware and Home Centers, including national and regional accounts 
• Serve as the senior point of contact for top customers (e.g., TSC, Lowe’s, Rural King, Ace, True Value, Do-It-Best, etc.) and merchandising

P&L Accountability & Financial Management

• Full P&L accountability for the Farm & Ag, Hardware and Home Center 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 

 Team Leadership & Development

• 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

 Strategy & Execution

• 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 

  Cross-Functional Leadership

• 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 

 

QUALIFICATIONS AND 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, Home Center, 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 

Preferred 

• 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 

 

Success in This Role Looks Like 

• Profitable, sustainable growth across Farm & Ag, Hardware and Home Center channels 
• Strong, trusted relationships with key customers 
• Clear channel strategies with disciplined execution 
• A motivated, accountable team delivering results 
• Improved visibility and predictability of performance through strong forecasting and P&L management 

 

 Petmate is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by law.

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status



Equal employment opportunity, including veterans and individuals with disabilities.

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