Sales Manager (Pet Industry, Food/Drugs/Mass Market Channels)

About Us

We’re a fast-growing pet wellness company revolutionizing premium pet food and supplies, trusted by 500K households across North America. As we scale into mass-market channels, we are seeking a channel-savvy Sales Manager with deep relationships in US/Canada’s Food, Drugs, and Mass (FDM) retail ecosystems—particularly Walmart, Costco, Target, Fred Meyer, Walgreens, and regional grocers. Your mission: unlock exponential growth by leveraging your network, crafting tailored strategies, and driving category-leading partnerships.

Key Responsibilities:

Channel Strategy & Execution

• Own end-to-end sales for FDM channels (Walmart, Costco, etc.), developing go-to-market plans that align with retailer priorities (e.g., holiday campaigns, brand pitches, shelf optimization).
• Negotiate distribution, pricing, and promotional terms, ensuring profitability while meeting retailer KPIs.
• Partner with product teams to curate channel-specific assortments and lead new item launches

Relationships & Resource Leverage

• Leverage existing C-suite/merchandising contacts at target retailers to accelerate partnerships
• Cultivate long-term loyalty through proactive account management: quarterly business reviews (QBRs), joint marketing initiatives (e.g., in-store demos), and crisis resolution (e.g., supply chain disruptions).
• Identify whitespace opportunities and pilot test new formats (e.g., co-branded vet clinics).

Data-Driven Performance

• Track sales trends via retailer POS data and CRM (HubSpot), adjusting strategies to outpace competitors.
• Forecast quarterly/annual targets, ensuring attainment through pipeline management and distributor oversight.

Team Leadership & Collaboration

• Partner with marketing on shopper insights and supply chain on inventory resilience.

What You Bring

• Channel Mastery: 7 years in FDM sales, with proven success landing/expanding accounts like Walmart, Costco, or Target
• Pet Passion: Deep understanding of pet food/drug trends (e.g., functional ingredients, holistic wellness) and a track record of translating shopper insights into shelf wins.
• Network & Negotiation: Existing relationships with decision-makers at 2 target retailers (e.g., Walmart’s pet category lead, Costco’s West Coast buyer).
• Strategic Agility: Ability to pivot quickly—e.g., shifting from Costco’s club packs to Walgreens’ grab-and-go pouches during a recession.

Bonus Points

• Built a pet brand’s FDM presence from $0 to $10M in revenue.
• Familiarity with retailer-specific programs (e.g., Walmart’s Spark Delivery, Costco’s Roadshow Events).

HICC America Corp. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, color, religion, sex, sexual orientation, gender identity, national origin or age.

HICC America Corp. has adopted a drug-free workplace policy. Working under the influence of drugs or alcohol is not permitted.

Any employment offer from HICC America Corp. is contingent upon the candidate having and maintaining a valid U.S. Work Authorization status throughout employment.