Director, Sales

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.

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

• Own and grow a multi-channel book of business across Farm & Ag and Hardware, including national and regional accounts
• Serve as the senior point of contact for top customers (e.g., TSC, Lowe’s, Rural King), building trusted, strategic partnerships
• Lead line reviews, assortment strategies, pricing architecture, and promotional plans aligned to customer and Petmate objectives
• Identify whitespace and growth opportunities across innovation, distribution, secondary placement, and merchandising

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

• 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

• 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

• 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

• 10+ years of progressive experience in Sales, Account Management, or Commercial Leadership
• Proven experience leading national or large strategic accounts in Farm & Ag, Hardware, 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

• 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

• Profitable, sustainable growth across Farm & Ag and Hardware 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.