Territory Sales Manager, Northeast

Description:

Come join one of the fastest growing frozen and freeze-dried raw brands in the country in 2024! Vital Essentials is seeking an energetic, curious, tenacious problem solver to manage our neighborhood pet business in the Northeast territory, based between New Jersey and Massachusetts, and managing distributor partners and retail stores throughout the territory.

Vital Essentials has radically transformed its branding and position in the marketplace. We’ve always created the best butcher cut raw food for dogs and cats – now it’s time to let stores and pet owners know about it.

If you have existing relationships with independent pet stores, distributors, and decision makers in the territory; if you are not only a strong individual salesperson but also a successful manager of distribution partners; if you have been successful in overcoming objections and gaining shelf placement; if you have taken a store from $0 in sales to brand champion – Vital Essentials is the home for you.

Join us in the early stages of building the fastest growing, healthiest, and most nutritious food available in the independent channel!

-Josh Patterson, VP, Sales

Base Salary Range: $65,000-$85,000, with incentive potential for achieving territory-specific growth targets.

IMAGINE THIS:

• A full portfolio to sell dog, cat, frozen, freeze dried, treats, and more!
• Virtually unlimited leads, thanks to our industry leading “Raw Bar” – in place in over 5000 stores!
• A new, state of the art manufacturing facility to show off to customers!
• Virtually unlimited production capacity, ensuring industry leading fill rates!
• Resources “at the ready” to say “YES!” to retailers looking for partnership.
• A culture with purpose – supporting timely decision making, candor, clarity, and pioneering ideas.
• A rapidly growing, award-winning and privately-owned business that cares about you and your success.

THE IDEAL CANDIDATE:

• You have a proven track record of managing and executing new territorial sales growth strategies, total portfolio penetration, and demand generation at the retail level.
• You are a creative and strategic thinker with an ability to identify and capitalize on new opportunities for growth.
• You have strong analytical and problem-solving skills, with an ability to analyze data, understand trends, and make data-driven decisions.
• You drive yourself harder than anyone else ever would or could.
• You prioritize better than all others and ALWAYS exceed role requirements.
• You are a pet owner and pet lover, and you openly exhibit your passion for pets.

ROLE ACCOUNTABILITY:

Overview

The Territory Sales Manager is responsible for the performance of independent pet stores and distributors in an assigned region. Working with distributor sales representatives, this associate will drive new store acquisition, total portfolio penetration, and demand generation at retail. This position reports to the Director of Distribution and Field Sales.

Responsibilities

Establish and grow independent retail partner accounts in assigned region inclusive of regional multi-unit accounts

• Identify, nurture, and open relationships with new independent retail stores
• Conduct effective and value-add store visits in 25+ stores per week
• Identify SKU gap opportunities and develop plans to close gaps at existing Vital Essentials retail partners
• Ensure all Vital Essentials categories are represented in retail partner stores
• Identify and relaunch former Vital Essentials retail partners lost over time
• Achieve sales quotas and targets and report on deviations.
• Train retail store teams on the benefits of Vital Essentials products
• Manage trade spend to ensure profitable growth
• Ensure participation in national programs (Astro Loyalty, Astro Offers, LMS, etc)
• Work with stores to secure effective merchandising and incremental placement

Partner with distributor representatives in assigned region

• Develop working relationships with distributor territory managers to become the number one recommended brand in the region
• Ride along with distributor representatives to target accounts and develop mutual plans to secure orders and placement
• Attend distributor events and open houses in assigned region
• In conjunction with the Vital Essentials Director of Distribution and Field Sales, ensure accurate forecasting and inventory levels to prevent out of stocks in distributor warehouses

Support strategic national accounts in assigned region

• Train and educate strategic account associates
• Support national strategies developed by the Vital Essentials Strategic Account Manager
• Support events including demos, sampling, and off-site activities (Bark in the Park, etc)

We believe in the importance of outlining specific expectations for this role BEFORE you apply. The best time to know what’s expected of you is prior to applying for the role and a “no surprises” approach is the right thing to do.

SUCCESS FACTOR SNAPSHOT:

A successful Territory Sales Manager will:

First 30 days:

• Complete Training on Carnivore organization, mission, culture, team, products, and role responsibilities
• Complete Nutrition Specialist Certifications via third party training platform
• Schedule and complete introductory calls with distributor and rep group counterparts
• Leveraging existing retailer relationships, identify and secure early wins in new store placement or substantial SKU gap fill in 5 accounts.
• Connect with top 50% of existing accounts in person, via phone, or via email to introduce yourself and start relationships

First 60 days:

• Complete ride-alongs with 50% of distributor rep counterparts
• Schedule monthly recurring 1 on 1 calls with each Distributor Rep in your Territory
• Meet top 10 independent accounts to plan strategy for balance of year
• Leveraging existing retailer relationships, identify and secure early wins in new store placement or SKU gap fill in 10 additional accounts.
• Connect with bottom 50% of existing accounts in person, via phone, or via email to introduce yourself and start relationship

First 90 days:

• Complete ride-alongs with additional 25% of distributor rep counterparts
• Sustain monthly wholesale sales growth of 15%+ in your territory

First 6 months:

• Complete ride-alongs with final 25% of distributor rep counterparts
• Sustain monthly wholesale sales growth of 15%+ in your territory

First year:

• Become the trusted business partner for the top 50 accounts in your territory, leveraging those partnerships for growth that exceeds overall company growth

Ongoing:

• Report issues with regards to the food safety/quality assurance system (FSQA) to Leadership and adhere to the requirements of the FSQA standards.
• Consistently meet and surpass sales targets through problem solving and relationship building with decision makers in the retail and distribution space.
• Continuously hunt for new opportunities to add to your region's pipeline.

WELCOME TO OUR WORLD!

With arms wide open, we invite you to get to know us, see what makes us tick and how we roll at Carnivore. These shared ideals, beliefs and practices are what define us and how the world sees us. Carnivore may not be for everyone…and that’s ok. No fine print. No misleading ads. There’s no mistaking who we are or confusing us for anyone else. We trust that you’ll appreciate that. Here’s what it takes to be one of us:

• Doing whatever is necessary to ensure that any potential customer anywhere in the world, who wants us or needs us, will invariably choose us.
• Communicating clearly, directly, candidly, and timely with all others inside and outside of the organization.
• Pioneering and constantly innovating to find ways to say “YES” and make the impossible…possible.
• Contributing in objectively measurable ways to the success of others in the organization.
• Fearless decision making…empowering everyone with an opportunity to lead in any given circumstance.
• Creating a business that will at all times and under any circumstances be strategically profitable.
• Generating market intelligence that provides us an unassailable competitive advantage.
• Losing no customers under my watch.
• Contributing to every customer’s success in objectively measurable ways.
• Unrelenting support and re-enforcement of our Culture, Mission, and Strategic Initiatives.
• Doing ALL things in life with intention and purpose.

ABOUT US:

Carnivore Meat Company is a rapidly growing, award winning, raw pet food company located in Green Bay, Wisconsin. Most recently, we have been recognized for our accomplishments in growth and manufacturing excellence and were recipients the following: Greater Green Bay Chamber Growth Award, State Manufacturer of the Year Award, Governor’s Export Achievement Award and the Greater Green Bay Chamber Manufacturing Award of Distinction and INC 5000 Fastest Growing Small Business.

We manufacture, sell, and market the most delicious, nutritious and innovative pet foods and treats in the world, serving over 5,000 pet supply stores nationwide and 14 international markets around the world. We believe that every dog and cat deserve the finest food available to them. Therefore, we will leverage our God-given talents, passion and resources to do whatever is necessary to ensure that any pet parent, who wants or needs us, will have a convenient and effective mechanism to access and procure our “World Class” pet food and pet treats. We are in continuous pursuit of extraordinary, passionate and innovative people who will help us make good on this promise! LONG LIVE PETS!

Requirements:

OTHER:

Please send a letter of introduction telling us why you should be our top candidate. Interested candidates who include “I LOVE PETS!” in the letter and/or subject line will go to the front of the line. Background check, pre-employment drug screen, a valid drivers license, vehicle insurance and industry non-compete are required. This role is a remote position based in the Northeast; ideal candidates will be located within New York, Connecticut, Massachusetts, Rhode Island, New Hampshire, Vermont or Maine, with access to a major airport.

Education: Bachelor’s degree in a relevant field from an accredited university or equivalent business experience.

Experience:

• A minimum of 3 years’ experience in the independent pet specialty channel working with distributors to expand rooftops and item penetration, preferably with a high growth pet food brand or distributor
• Experience securing placement from competitors by developing comprehensive solutions tailored to an individual retailer’s market dynamics
• An ability to travel at least 50% of the time, along with a valid driver’s license and vehicle insurance
• Must have sufficient computer skills, including proficiency with Microsoft and Gsuite applications. Experience with Salesforce is desired.

Benefits: 4% 401K match, medical, dental, vision, voluntary life, short-term and long-term disability, and pet insurance, 100% company-paid life insurance, 9 paid holidays, PTO, employee discounts on pet food and treats, wellness program, EAP

Carnivore Meat Company is an equal opportunity employer.

Revised: 3/8/2024