Sales Manager (Pet Industry, Key Accounts & Regional Chains)

HICC Pet® is a dynamic, growth-driven pet care brand dedicated to creating high-quality, science-backed pet products for North American pet parents. They are seeking a results-oriented Sales Manager with deep pet industry expertise to manage key accounts and regional partnerships, driving revenue growth through strategic channel management and data-informed product curation.

Responsibilities:

• Own end-to-end sales for tier-1 pet retail accounts, including PetSmart, Pet Supplies Plus, Mud Bay, and All the Best extra, leveraging existing relationships with decision-makers (e.g., category managers, regional buyers) to expand product distribution, negotiate favorable terms (pricing, promotions, shelf placement), and hit annual sales targets
• Conduct proactive account maintenance: lead quarterly business reviews, resolve supply chain or merchandising issues, and co-create joint marketing initiative to boost sell-through
• Identify and onboard high-potential regional pet retail chains by tailoring pitches to their unique shopper demographics
• Build long-term loyalty with regional partners through personalized support: aligning product assortments with local pet trends, providing in-store training for staff, and optimizing inventory levels to avoid stockouts
• Demonstrate sensitivity to channel-specific needs: curate product assortments that fit each retailer’s positioning and adjust strategies based on shopper insights
• Develop data-backed channel strategies: analyze POS data and sales trends to identify growth opportunities and outperform competitors
• Oversee end-to-end channel operations: coordinate with supply chain teams to ensure on-time delivery to retail distribution centers, work with marketing to align brand messaging with retailer campaigns, and train internal teams on account-specific requirements
• Forecast sales performance for key accounts and regional chains, track pipeline progress, and report monthly/quarterly results to the leadership team

Requirements:

• 5+ years of sales experience in the North American pet industry, with a proven track record of managing pet specialty or regional retail accounts
• Prior experience with PetSmart, Pet Supplies Plus, Mud Bay, or All the Best is a must
• Established, active connections with decision-makers at target accounts (e.g., national category buyers, regional managers) – ability to leverage these relationships to accelerate partnership growth
• Demonstrated ability to develop channel-specific strategies and curate products that drive sales
• Proficient in remote collaboration tools (CRM platforms like HubSpot) and self-motivated to manage accounts across North America and Canada
• Comfortable analyzing sales data, POS trends, and shopper insights to inform decisions (experience with retail analytics tools a plus)
• Experience scaling regional pet chains from 5+ locations to 100+ locations
• Familiarity with pet industry trends (e.g., Health & Wellness, Supplement, Solution treatment) and how to align them with channel needs