Director of Sales – Channel Strategy
Chuck Latham Associates, Inc.
full-time
Posted on:
Location Type: Remote
Location: Colorado • United States
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Salary
💰 $130,000 - $160,000 per year
Job Level
About the role
- Serve as the primary leader for all retail headquarter interactions across pet specialty, mass, and independent channels.
- Build and nurture relationships at all levels of retail organizations: merchants, directors, VPs, marketing, operations, replenishment, finance, and supply chain.
- Lead line reviews, joint business planning (JBP), strategic account planning, and quarterly business reviews.
- Grow distribution, secure new listings, expand assortment, and drive in-store and digital activation programs.
- Establish clear KPIs tied to execution, distribution, sales velocity, promo performance, and field reporting.
- Hold brokers accountable for results, while equipping them with the tools, data, and direction needed for success.
- Conduct recurring meetings, market visits, and business reviews to ensure consistent performance.
- Deliver annual and quarterly revenue goals across retail and ecommerce channels.
- Own channel-specific strategies, price ladders, MAP compliance, trade optimization, and promo planning.
- Lead customer-level P&Ls, forecasting, planning, and commercial decision-making.
- Identify and close growth opportunities across assortment, placement, and activation.
- Partner with Operations and Marketing to generate new product ideas informed by retail insights and market trends.
- Build sell-in ready, commercially compelling materials.
- Ensure new items are retail-ready from a packaging, claims, and operational standpoint.
- Define long-term, segmented channel strategies for brick and mortar, ecommerce, and emerging channels.
- Collaborate with Marketing on integrated go-to-market, performance campaigns, retail media, and in-store activation.
- Support S&OP inputs including demand forecasting, promo lifts, new item ramps, and supply alignment.
- Mentor a high-performance team on the broker team of account managers and key account leads.
Requirements
- 8–12+ years in CPG sales, key account management, or channel strategy (pet preferred; adjacent CPG accepted)
- Deep experience owning brick-and-mortar retail HQ relationships.
- Demonstrated success managing a broker network and driving KPI accountability.
- Strong sales foundation: commercial planning, forecasting, pricing, P&L ownership.
- Familiarity with ecommerce (Amazon, Chewy, retail.com); ability to scale into full ownership.
- Proven operator with strong relationship-building, negotiation, and communication skills.
- Entrepreneurial mindset suited for a high-growth, scrappy environment.
- Ability to travel 50%.
Benefits
- medical, dental and vision coverage
- life and short-term and long-term disability coverage
- paid time off
- 401K participation and company match
- more
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
CPG saleskey account managementchannel strategycommercial planningforecastingpricingP&L ownershipKPI accountabilityecommercebusiness reviews
Soft Skills
relationship-buildingnegotiationcommunicationleadershipmentoringentrepreneurial mindsetstrategic planningcollaborationteam managementproblem-solving