At PBI-Gordon Companies, and our subsidiaries PBI-Gordon Corporation, Pegasus Laboratories, and PetAg, Inc, our priority is people, pets, and the places they go. As employee owners, we support each other in building our careers as well as our companies. Our foundation is rooted in integrity, innovation, partnership, and pride. Come grow with us!

Department: Sales
Reports To: Director of Sales

Position Summary

The Sales Director – Ecommerce leads Pet-Ag’s U.S. sales execution and is responsible for driving profitable growth across all Ecommerce channels and customers. This role oversees the Ecommerce Sales Team and plays a critical leadership role in delivering Pet-Ag’s commercial objectives.

Reporting to the Senior Sales Director, this role serves as a key strategic partner in translating enterprise-level strategy into domestic market actions. The Sales Director – Ecommerce builds a culture of accountability, customer focus, and high performance while ensuring alignment with cross-functional partners and the broader Sales Organization.

Compensation & Benefits

Employee Ownership (ESOP): Company-funded retirement contribution of approximately 18% of pay, plus 401(k)
Competitive base salary with performance-based bonus opportunity
Comprehensive benefits package: Medical, Dental, Vision, Life, Disability, FSA, and Pet Insurance
Generous paid time off, paid holidays, and parental leave
Fitness and tuition reimbursement programs

Essential Duties & Responsibilities

Strategic Leadership & Execution
- Develop and execute digital strategies to grow revenue, expand distribution, and deepen customer relationships across all U.S. channels.
- Translate enterprise commercial strategy—set by the Senior Sales Director—into actionable domestic sales plans and execution priorities.
- Partner with Marketing, Finance, and Operations to align customer, channel, and product strategies with company objectives.
- Identify growth opportunities and develop region-specific plans that support national initiatives.
Ecommerce Sales Management
- Lead the Ecommerce Sales Team and oversee all ecommerce Key Accounts.
- Maintain deep understanding of each channel and customer segment; drive tailored strategies that maximize penetration and performance.
- Actively participate in key account management, including customer business reviews, pricing discussions, joint planning, and closing strategic opportunities.
- Monitor customer and market trends to proactively address risks, gaps, and emerging opportunities.
Team Leadership & Talent Development
- Coach, develop, and support direct reports to build a strong, high-performing domestic sales team.
- Reinforce accountability through clear expectations, performance management, and ongoing development plans.
- Partner with the Senior Sales Director to build organizational bench strength and support succession planning within the Sales function.
Operational & Sales Processes
- Lead domestic forecasting and ensure accuracy of demand input into the S&OP process.
- Ensure effective sales planning, pipeline management, and business optimization.
- Manage trade budgets and customer programs in partnership with the Senior Sales Director to deliver profitable growth.
- Support the creation and execution of incentive programs that motivate the sales team and align with company priorities.
Cross-Functional & Organizational Collaboration
- Serve as the primary link between Ecommerce sales execution and the broader Sales Organization.
- Work closely with the Senior Sales Director to:
- Ensure consistent messaging, priorities, and disciplined sales management.
- Align on strategic accounts, pricing decisions, and promotional frameworks.
- Provide consolidated business insights and recommend adjustments to strategy.
- Partner with Finance, Operations, and Marketing to ensure coordinated execution across the commercial ecosystem.
Industry, Customer, & Brand Representation
- Represent Pet-Ag at select customer meetings, industry events, and relevant associations.
- Champion customer-centricity and support the company’s employee-ownership culture and values in all interactions

Required Qualifications

BS/BA degree in Animal Science, Marketing, Business, or related field.
8–10+ years of progressive sales leadership experience, preferably within CPG or the pet/vet industry. Minimum 5 years of work experience with Amazon and/or Chewy.
5+ Years of leadership experience. Managing and developing high-performing sales teams.
Strong ability to build and sustain long-term customer relationships.
Excellent communication, presentation, and interpersonal skills.
Ability to work collaboratively across functions and influence without authority.
Strong business acumen with proven ability to manage budgets, forecasting, and financially driven decision-making.
Deep Understanding of Digital Marketing + Customer Activation across Ecommerce Customers
High level of organization, initiative, and accountability; able to manage multiple priorities simultaneously.
Proficiency in Microsoft Office and CRM systems.
High integrity, energy, and alignment with Pet-Ag’s values and employee-ownership culture.

Work Environment & Culture

PBI-Gordon Companies offers a collaborative, employee-owned environment where accountability, partnership, and continuous improvement are valued. Team members are encouraged to contribute ideas, develop professionally, and grow their careers alongside the business.

Equal Opportunity Employer

PBI-Gordon Companies is an Equal Opportunity Employer. We value diversity and are committed to creating an inclusive environment for all employees.

Ready to Apply?

If you’re passionate about driving digital sales strategy, leading high-performing ecommerce teams, and building strong relationships with key accounts, we’d love to hear from you.

Apply today to join an employee-owned organization that values accountability, collaboration, and the ownership mindset.

The pay range for this role considers a wide range of factors including but not limited to: skill sets, experience and training, licensure and certifications, geographical location, and other organizational needs.

The estimated pay range for this role is $129,716 Min to $194,574 Max per year.

Additionally, you will be eligible to participate in a bonus incentive program associated with this specific role.

PBI-Gordon Companies and its subsidiaries are proud to offer a comprehensive benefits package to eligible, full-time employees who work 30 hours per week or more. Full-time employees will become eligible to participate in benefits on the first of the month following their start date, unless stated otherwise below. (Note: Interns do not qualify for eligibility.)

Medical Insurance

We are committed to helping you and your dependents maintain health and wellness by offering voluntary, competitive medical insurance and prescription drug plan options.

Dental Insurance

Choose from two voluntary dental plans that are designed to help protect you and your dependents’ oral health.

Vision Insurance

Our voluntary vision insurance plan is designed to help protect you and your dependents eye health. Coverage is available for eye exams, frames, lenses, and contact lenses. Employee owners are responsible for 100% of the cost of this plan.

Life Insurance with Accidental Death & Dismemberment (AD&D)

We offer a company-paid $50,000 life insurance policy with AD&D. You also have the opportunity to purchase additional life and AD&D insurance for yourself, your spouse and/or your dependent children. The cost for this coverage is based on the amount you elect and your age.

Short- and Long-term Disability

Our company-paid short-term and long-term disability plans to provide income replacement in the event you are not able to work due to illness or injury. Short-term disability will provide 70% income replacement up to $1,350 per week and long-term disability will provide 60% income replacement up to $5,000 per month.

Employee Assistance Program (EAP)

EAP Services are company paid to benefit all employee-owners and their families. EAP provides up to six free counseling sessions to help you and your family members manage life stressors, solve personal or relationship concerns, and achieve your goals.

Flexible Spending Account (FSA)

Flexible Spending Plans offer employee-owners the option to set aside pre-tax monies into a medical reimbursement or dependent care account to help pay for out-of-pocket medical, dental or vision expenses or day care costs. The maximum contributions are determined by the IRS and adjusted annually. This is a use-it-or-lose-it account, meaning any funds remaining in the account following the close of the plan year will be forfeited.

Pet Insurance

We love our pets! Pet insurance options for your furry friends is offered through the ASPCA. Employee-owners can enroll and pay premiums directly to ASPCA.

Paid Holidays & Paid Time Off (PTO)

Everyone needs time off to rest and recharge! Paid time off includes Regular PTO, Personal PTO, and specified paid company holidays. *The amount of paid time off (PTO) depends upon the employee's position and years of service.

Employee Stock Ownership Plan (ESOP)

We act like we own the company because we do! An ESOP provides employees with an ownership stake in the company. It’s an additional form of compensation directly tied to PBI-Gordon Companies financial success. All regular employees are eligible to participate in the ESOP the first of the month following 30 days of service. PBI-Gordon Companies contributes approximately 18% of total compensation annually with a six-year vesting schedule. Our ESOP is more than a benefit, it is a key part of a culture, and it can provide significant rewards in retirement!

401(k) Retirement Savings Plan

Saving for retirement is one of the most important financial decisions you can make. We offer a 401(k)-retirement savings plan to assist employees with this important financial goal. New employee owners are eligible to participate the first of the month following 30 days of employment. We provide a company match of 100% up to 3% deferral with a three-year vesting schedule.

Fitness Reimbursement

We believe regular exercise helps improve overall health and job performance. PBI-Gordon will reimburse up to a maximum of $300 annually for gym/fitness memberships.

William Everett & Mary Ellen Mealman Scholarship Fund

Children or grandchildren of employee-owners may apply for a scholarship under the William Everett & Mary Ellen Mealman scholarship fund. Applicants are awarded based on financial need, academic achievement, and involvement in extracurricular/community activities.

Tuition Reimbursement

After one full year of employment, employee-owners are eligible for tuition reimbursement for bachelor’s level coursework related to their current job or any future job offered at PBI-Gordon Companies.

Parental Leave

Company paid parental leave is offered to employee-owners following the birth of a child or the placement of a child with an employee in connection with adoption, foster care, or surrogacy. This policy will run concurrently with Family and Medical Leave Act (FMLA) leave, as applicable.

If you are a California resident, you have rights under the California Consumer Privacy Act (CCPA).

Please see our CCPA disclosure for more information.

Employment is contingent upon and may not begin until the successful completion of a pre-employment background check and drug screen. PBI-Gordon and its subsidiaries participate in E-Verify to confirm the identity and employment eligibility of all persons hired to work in the United States. For more information about E-Verify, including your rights and responsibilities, please visit the E-Verify Website.

Pet-Ag, Inc.

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Operations

Sales Director – Ecommerce