[Hiring] Director, National Sales - Specialty Channels @Freshpet Talent Acquisition

Role Description

The 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
• 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.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field
• 10+ years of experience in large CPG with natural or pet channel experience strongly preferred
• Proactive business development focus
• High ownership mindset with the agility to make sound decisions
• Proven ability to lead complex negotiations
• Strong analytical and commercial acumen
• Excellent communication and storytelling skills
• Familiarity with Nielsen, Salesforce, or Power BI

Requirements

• 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
• Own and drive joint business planning
• Maintain established trust-based relationships with key decision-makers
• Act as a thought partner to customers
• Influence customer strategies to unlock incremental opportunities
• Own revenue, distribution, and ACV performance across assigned accounts
• Identify and prioritize the highest-impact opportunities
• Monitor performance trends, identify risks and opportunities
• Ensure strong execution of key initiatives
• Leverage data and analytics to evaluate performance
• 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
• Partner closely with marketing, supply chain, finance, and operations
• Align assortment, merchandising, and activation plans with broader brand and channel strategies
• Ensure strong coordination across distributor partners
• Support development of account-level forecasts, trade planning, and investment strategies
• Monitor performance against financial targets
• Balance growth opportunities with ROI discipline

Benefits

• Competitive salary range: $175,000 - $195,000
• Medical, dental and vision insurance
• Basic and optional life insurance
• Short- and long-term disability protection
• Flexible spending accounts
• 401(k) plan with company match
• Paid parental leave
• Pet insurance
• Tuition assistance
• A generous PTO plan
• And so much more!