Key Account Sales Manager

W.F. Young, Inc. is looking for a passionate and results-driven Key Account Sales Manager to lead growth with major pet specialty retailers, including PetSmart, Petco, and Regional Pet Chains. This pivotal role will be managing and expanding key customer relationships, identifying new business opportunities, and helping bring innovative products to market.

The ideal candidate is a proven sales leader with deep experience in pet specialty retail, has a strong track record of driving revenue, and a commitment to building trusted, high-value partnerships at the senior level. This is a critical role in growing our brand presence while upholding our values of innovation, quality, and animal wellness - making a meaningful impact on the lives of pets and their people.

Job Description Summary

Duties and Responsibilities

• With the collaboration of the Chief Revenue Officer, acquire and manage pet specialty customers
• Target prospective pet specialty customers, conduct research of the companies, and develop approach for engagement leading to onboarding
• Lead discussions with prospective customers and organize the support from W.F. Young teams to successfully acquire the targeted customers
• Manage new customer setup across the W.F. Young departments
• Establish the business development plan with new customers (determining the investment co-op funding and marketing support needed for a successful new customer launch, determining the annual co-op funding and marketing support and leading the engagement between W.F. Young department team members and customer personnel)
• Develop annual sales budgets and forecasting by account
• Make recommendations for sales potential and go-to market for new products/innovation
• Responsible for achieving sales goals and metrics relevant to key accounts
• Create and present sales presentations, to include account specific insights and market data

• Advocate for customer with W.F. Young department leadership
• Keep W.F. Young team members up to date on customer dynamics, changes, and company initiatives
• Gain and maintain the highest level of in-store and website product distribution possible
• Develop intimate awareness of customer growth opportunities and proactively plan accordingly
• Develop merchandising tactics around product assortment, planogram placement, pricing, and promotion to achieve annual profitable volume growth budgets
• Manage co-op and marketing budgets to maximize spending impact and ROI
• Secure product distribution on new product launches
• Identify the customer’s strategic initiatives and determine if and how we should support
• Support W.F. Young operations and finance team members in their working relations with customer’s respective department personnel
• Support the enforcement of W.F. Young’s iMap pricing and policies
• Lead W.F. Young’s marketing team engagement with customer’s marketing team to maximize the coordination of brand and customer marketing programs
• Seek out and develop trusted relationship with key customer personnel
• Attend customer events and trade shows

• Gain and maintain the highest level of in-store and website product distribution possible
• Develop intimate awareness of customer growth opportunities and proactively plan accordingly
• Develop merchandising tactics around product assortment, planogram placement, pricing, and promotion to achieve annual profitable volume growth budgets
• Secure product distribution on new product launches
• Support W.F. Young operations and finance team members in their working relations with customer’s respective department personnel
• Support the enforcement of W.F. Young’s iMap pricing and policies
• Seek out and develop trusted relationship with key customer personnel

Qualifications

• Bachelor’s degree in business management, Sales, Marketing, or related field required
• 5+ years’ Key Account Management experience
• Proven track record of success in developing new business objectives
• 10+ years of field sales experience in the Pet or Animal Health business
• Strong relationship management skills in building long-term relationships
• Ability to analyze available sales data and create plans according to the findings
• Proven track record in developing a dynamic sales process and promotional plans designed to facilitate profitable volume growth
• Knowledge of the equine and pet care industries, preferred
• Must be a team player and enjoy working in a highly collaborative environment
• Highly effective and strong professional communication skills are required
• The ability to achieve results within tight timeframes and simultaneously manage several projects
• Must be able to coordinate and manage multiple tasks, functions, and relationships at the same time
• Willingness to work a flexible schedule and the ability to travel extensively throughout the assigned market
• Knowledge of PC; Microsoft Office; including Outlook, Word, PowerPoint and Excel

• Medical, Dental & Vision coverage
• Wellness Reward Program
• Fitness & Weight-loss Reimbursement Programs
• Bonus Program
• Pet Insurance
• Educational Assistance Program
• Company Paid STD/LTD
• Company Paid Life Insurance
• Company Paid Long Term Care Insurance
• 401(k) – with company match
• Paid Time Off Programs