Job Description:Here's the Scoop - SummaryThe Regional Distributor Manager, U.S. is accountable for delivering sales growth, market share expansion, distribution gains, and execution excellence through Champion's distributor partners within an assigned region.
Reporting to the Director, U.S. Sales, Neighborhood Pet, this role serves as the primary business lead for distributor performance and development.
The Regional Distributor Manager translates national sales strategy into regional execution plans, ensuring distributors and their sales organizations are aligned to Champion's priorities and growth objectives.
This position drives business results through distributor leadership, joint business planning, retailer engagement, sales capability development, and disciplined performance management.
Success in this role is achieved by building strong distributor partnerships, improving execution at retail, developing distributor sales teams, and delivering profitable growth throughout the region.
This is a fully remote position, which will ideally sit near the main airports as there is 40-50% of travel expected within assigned geography.
Responsibilities:Distributor Performance Ownership- Own sales, distribution, and execution result 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.
Distributor Strategy & Business Planning- 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.
Driving Execution Through Distributor Sales Teams- 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.
Retail Customer Development- 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.
Forecasting, Analytics & Financial Management- 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.
Market Leadership- 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.
Key AccountabilitiesThe Regional Distributor Manager will be measured on:- Regional sales and profitability growth
- Distributor performance against annual operating plan
- Distribution gains and market penetration
- Retail execution and merchandising compliance
- Forecast accuracy
- Trade investment ROI
- Distributor sales force capability development
- Regional customer growth and retention
- Achievement of strategic business plan objectives
What are we looking for?- 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.
Why You'll Succeed- You take ownership of results and hold yourself and partners accountable.
- You know how to win through distributors and indirect sales channels.
- You build strong partnerships while maintaining high performance expectations.
- You balance relationship management with data-driven decision making.
- You are passionate about developing people, growing customers, and delivering exceptional execution in the market.
Mars Leadership Competencies - Drives Results
- Plans & Aligns
- Balances Stakeholders
- Financial Acumen
- Interpersonal Savvy
- Customer Focus
What can you expect from Champion?- Safety: a strong commitment to ensure all people are provided with a safe, healthy and respectful environment.
- Earnings: Salary range from USD$115,000 to USD$158,000, 401k with Company, and donation matching.
- Industry Competitive Benefits: Medical, Dental, Vision and Employee Assistance Programs to meet your individual or family needs.
- Continuing Education: In House & Online Learning & Development, as well as an Education Assistance Program.
- Quality: a dedication to uphold the highest standards of authenticity, nutritional integrity, and food safety, to earn the trust of Pet Lovers everywhere.
- Other Perks: Free Bag of Premium Pet Food each month, Free Parking and more!
What are you waiting for? Join the pack!
Come as you are. 
