Senior Manager - Sales Account eCommerce; Sales

About The Role

The Senior Sales Account Manager, eCommerce is responsible for the day-to-day operation and commercial performance of Freshpet’s Amazon business and select strategic eCommerce accounts. This role owns execution across sales, profitability, reporting, assortment, pricing, promotions, in-stock, and advertising, while also holding direct responsibility for customer negotiations and external engagement.

This is a hands-on operating role with meaningful autonomy. The Senior Manager is trusted to represent Freshpet externally, make informed commercial decisions, and act quickly in-market while remaining tightly aligned to internal financial guardrails and brand strategy. This is a highly analytical and operational role, ideal for a candidate who enjoys running the business, working deeply with data, and turning insights into decisions and action.

The role partners closely with Marketing, Finance, Category, Supply Chain, and Media to drive sustainable, profitable growth across Freshpet’s fastest-growing channels.

• Own end-to-end operating performance of Amazon and assigned eCommerce accounts.
• Manage customer-level P&L, including revenue, trade investment, advertising spend, and contribution margin.
• Lead forecasting, pacing, and variance management in partnership with Finance.
• Act decisively on performance gaps, execution issues, and emerging opportunities.
• Maintain disciplined investment governance while enabling speed and flexibility.

• Own the full reporting and analytics cadence for assigned accounts (weekly, monthly, quarterly).
• Analyze large, multi-source datasets spanning sales, traffic, conversion, pricing, promotions, in-stock, and advertising.
• Build and maintain dashboards, scorecards, and models that support real-time operational decisions.
• Leverage advanced analytics tools (Power BI, Tableau, SQL) to improve insight quality, automation, and scalability.
• Diagnose performance drivers and translate data into concise, actionable recommendations for cross-functional teams and leadership.
• Develop clear executive-ready narratives that connect analytics to business outcomes, not just metrics.
• Partner with Analytics and Finance to ensure data accuracy, consistency, and scalability as the business grows.

• Own customer assortment decisions, including launches, rationalization, and channel optimization.
• Manage pricing architecture within established guardrails, balancing competitiveness and profitability.
• Plan, execute, and evaluate promotions with a focus on ROI and operational impact.
• Ensure content accuracy, item setup, and merchandising readiness across platforms.

• Maintain accountability for in-stock performance and fulfillment health.
• Partner with Supply Chain and Operations to anticipate risks and resolve issues.
• Drive forecasting accuracy and launch readiness to minimize disruption.
• Act quickly to mitigate inventory or availability risks.

• Own day-to-day coordination of Amazon and eCommerce advertising execution.
• Monitor media performance and connect spend directly to sales and profitability outcomes.
• Partner with internal media teams and agencies while maintaining clear account ownership.
• Support test-and-learn initiatives and optimization efforts.

• Serve as the primary external owner for Amazon and assigned eCommerce partners.
• Lead customer conversations and negotiations within agreed commercial guardrails, including:
• Retail programs and promotions
• Advertising and media initiatives
• Tests, pilots, and executional changes
• Act independently with customers to resolve operational issues and unlock opportunities.
• Escalate only when decisions exceed defined financial or strategic thresholds.
• Build trusted, credible relationships through consistent execution and data-backed recommendations.
• Lead Joint Business Planning (JBP), line reviews, and customer presentations with strong analytics and storytelling.
• Drive executional excellence across all aspects of account management.