Regional Sales Manager - Northeast

About the Role

The Regional Sales Manager is responsible for driving sales performance and market growth within a defined geographic region while building strong, sustainable partnerships with all stakeholders. This role develops strategic plans to meet revenue targets, drive new store acquisitions, manage multi-customer portfolios, and ensure strong retail engagement in the market. The role also analyzes market trends, identifies areas of opportunity, and ensures alignment with the overall sales strategy.

Responsibilities

• Retail Partner Account Management:
  • Develop and execute regional sales strategies aligned with national objectives and the company business plan, including value-added site visits of at least 20 stores per week.
  • Establish and grow independent retail partner accounts in assigned regions, including regional and national key multi-unit accounts, with a focus on long-lasting relationships.
  • Ensure all Vital Essentials product categories are represented in retail partner stores.
  • Educate and train retail partners on Vital Essentials products to support healthy pets, aligning with pet industry needs and demands.
  • Reengage with former retail partners to introduce new Vital Essentials products with the goal of relaunching in the retail space.
  • Proactively strategize account management to achieve sales metrics and targets, with corrective plans for deviations.
  • Analyze market trends, competitor activity, and growth opportunities, and develop action plans to meet changes.
  • Manage budgets and spending on trade and business-related expenses to ensure value-added costs and profitable growth.
  • Promote and manage national programs (Astro Loyalty, Astro Offers, LMS, etc.) and engage retailers in these programs.
  • Secure effective merchandising and placement of products in all stores.
• Distributor Representative Management:
  • Develop regional distributor partnership strategies aligned with national objectives.
  • Analyze distributor data for opportunities and collaborate with distributor key account managers to open new regional key account businesses.
  • Independently train and present business reviews and opportunities at distributor sales meetings.
  • Build relationships with distributor territory managers to make Vital Essentials the number one recommended brand in the region.
  • Partner with distributor representatives to target accounts and develop mutual plans to secure orders and placement.
  • Attend distributor events and open houses in the assigned region.
  • Forecast accurate inventory levels to ensure in-stock products at distributor warehouses.
• Other Duties:
  • Collaborate with internal teams (Brand, eCommerce, etc.) for end-to-end sales management.
  • Coach, lead, and mentor other Vital Essentials Regional Sales Managers and learn from team successes.
  • Support and attend events, including demos, sampling, and offsite activities.

Requirements

• Education and Experience:
  • Bachelor’s degree in sales, marketing, business administration, or related field (required)
  • 3+ years of experience in the independent pet specialty channel, working with distributors to expand rooftops and item penetration (required)
  • Experience with a high-growth pet food brand or distributor (required)
  • Experience in multi-region or expanded territory sales management, leading a team of direct sales managers (preferred)
• Skills and Abilities:
  • Proven sales leadership experience, preferably in the pet food industry
  • Ability to provide tailored solutions based on retailer market dynamics
  • Confidence in interacting with senior leaders on regional chain accounts
  • Basic understanding of retail operations, planogram compliance, customer engagement strategies, and account management
  • Excellent communication, organizational, and interpersonal skills
  • Ability to work independently and manage time efficiently
  • Proficiency in Microsoft Office (Excel, Word, PowerPoint); familiarity with retail merchandising software is preferred
  • Passion for pets and pet products is highly desirable
  • Willingness to travel at least 50% of the time, up to 90%, with a valid driver’s license