What You Will DoThe Director, National Sales - Specialty Channel, reporting into the VP, Pet Channel & eCommerce will drive the strategy and growth in our pet specialty channel business. This role is responsible for developing account and channel strategy, driving revenue and distribution growth, strengthening retail partnerships, and translating data into clear, actionable plans that unlock category expansion. This role operates at the intersection of
strategy, analytics, and execution-bringing a strong point of view on where to play and how to win, while delivering measurable results.
How You Will Make an ImpactStrategic Leadership- Own and drive customer strategy, defining clear priorities, growth levers, and where to play
- Identify and develop high-impact initiatives that scale both the Freshpet brand and the broader fresh pet food category
- Build annual and quarterly strategic plans grounded in category trends, shopper insights, and retailer dynamics
- Translate complex data into clear "so what" insights and actionable growth strategies
Account Leadership & Development- Own and drive joint business planning, aligning on shared priorities, growth targets, and execution plans
- Maintain established trust-based relationships with key decision-makers across national and regional specialty retailers
- Act as a thought partner to customers-bringing forward a clear, insight-led perspective on category growth, assortment, and merchandising
- Influence customer strategies to unlock incremental opportunities and expand Freshpet's role within the category
Performance & Growth Delivery- Own revenue, distribution, and ACV performance across assigned accounts with full accountability for results
- Identify and prioritize the highest-impact opportunities to expand distribution, optimize assortment, and strengthen in-store presence
- Monitor performance trends, identify risks and opportunities, and adjust strategies in real time to stay ahead of plan
- Ensure strong execution of key initiatives, including new item launches and in-store programming
Analytical & Insight-Driven Execution- Leverage data and analytics to evaluate performance, uncover insights, and inform decision-making
- Quickly synthesize multiple data sources into clear, concise recommendations
- Partner with internal teams to align on forecasting, planning, and performance tracking
- Establish a strong test-and-learn mindset to continuously optimize results
Cross-Functional Leadership- Partner closely with marketing, supply chain, finance, and operations to ensure strategies are aligned and executable
- Align assortment, merchandising, and activation plans with broader brand and channel strategies
- Ensure strong coordination across distributor partners to drive consistent execution and expanded reach
- Champion best practices and elevate overall specialty channel capability
Financial Management- Support development of account-level forecasts, trade planning, and investment strategies
- Monitor performance against financial targets and identify actions to close gaps or accelerate growth
- Balance growth opportunities with ROI discipline to drive sustainable, profitable performance
What You Will Bring- Education: Bachelor's degree in Business, Marketing, or a related field
- Experience: 10+ years of experience in large CPG with natural or pet channel experience strongly preferred
- Proactive business development focus, with the ability to identify and open new doors, and convert opportunities into profitable growth
- High ownership mindset with the agility to make sound decisions and deliver results in a fast-paced, evolving environment
- Proven ability to lead complex negotiations and build strategic customer partnerships that drive sustainable, profitable growth
- Strong analytical and commercial acumen, with the ability to translate category, customer, and shopper insights into actionable growth plans
- Excellent communication and storytelling skills, with the ability to influence stakeholders across levels and functions
- Systems Experience: familiarity with Nielsen, Salesforce, or Power BI
- Travel: ~40% nationwide
What We OfferThe range for this position is: $175,000 - $195,000
At Freshpet, we offer a competitive salary and an excellent benefits package, including medical, dental and vision insurance, basic and optional life insurance, short- and long-term disability protection, flexible spending accounts, and a 401(k) plan with company match, paid parental leave, pet insurance, tuition assistance, a generous PTO plan and so much more!
