Sales Director – Pet Products

We are seeking an experienced and entrepreneurial Sales Director – Pet Products to lead the growth of our pet category across off-price, retail, and e-commerce channels. This high-impact role is ideal for someone who thrives on building from the ground up—owning strategy, managing buyer relationships, and driving strong, sustainable sales performance.

You will be responsible for leading key national accounts including T.J.Maxx, Marshalls, Chewy, Petco, PetSmart, Amazon, and other strategic retail partners. This is an exciting opportunity to scale a high-potential division in a fast-growing category at a company that values both innovation and execution.

Sales Strategy & Business Development:

• Develop and implement a go-to-market strategy for the Pet Products division, with clear revenue targets and channel-specific growth plans

• Identify white space opportunities and drive expansion across mass, off-price, pet specialty, and e-commerce accounts

• Collaborate with executive leadership to align sales strategy with company-wide financial and brand goals

Account Management & Customer Relationships:

• Lead buyer relationships and manage day-to-day communication, planning, and execution for T.J.Maxx, Marshalls, Chewy, Petco, PetSmart, and others

• Own all aspects of the sales cycle including pricing proposals, promotional planning, sell-in/sell-through management, and line reviews

• Present seasonal product assortments, negotiate programs and terms, and ensure timely order fulfillment

Cross-Functional Collaboration:

• Work closely with Product Development, Planning, Operations, and Marketing teams to ensure product assortments are commercially viable and aligned with customer requirements

• Provide customer and market feedback to inform packaging, pricing, and merchandising strategy

Analytics & Forecasting:

• Analyze sales performance, market trends, and account-level data to drive continuous improvement

• Own revenue forecasting and provide regular business updates to leadership

• Ensure proper margin mix, trade spend management, and POS performance tracking

Channel Expansion:

• Identify and pursue new customers in the off-price and pet specialty space

• Support international or alternative channel expansion where appropriate

Experience:

• Minimum of 12+ years in consumer goods sales, with at least 5 years focused on the pet category

• Must have direct experience managing accounts at both T.J.Maxx and major pet retailers such as Chewy, Petco, and PetSmart

• Demonstrated success growing revenue across multiple channels including off-price, e-commerce, and specialty retail

Industry Expertise:

• Strong understanding of the pet product market, buyer behavior, and competitive landscape

• Familiarity with both branded and private label program structures

• Comfortable with the unique pace and expectations of off-price retail models

Sales Leadership:

• Proven ability to build and maintain buyer relationships at the national level

• Excellent communication, negotiation, and presentation skills

• Highly analytical, results-driven, and capable of working autonomously with executive-level visibility

Technical Tools:

• Proficient in Excel, PowerPoint, and ERP/forecasting systems

• Experience with retail portal tools (e.g., SPS Commerce, Vendor Central) a plus

Education:

• Bachelor’s degree in Business, Marketing, or a related field preferred

This is a full-time, onsite role based at our current headquarters in Bell, CA (90201). In Q1 of 2026, this role will transition to our new corporate office in Beverly Hills, CA (90210). Candidates must be available to work onsite at both locations.

FAM Brands is expanding in the pet space—and we’re doing it with the same passion, creativity, and executional excellence that define our core business. As Sales Director – Pet Products, you’ll be empowered to shape a fast-growing category, forge meaningful customer partnerships, and deliver exciting, pet-friendly products into homes nationwide. If you love working with top retailers, building from the ground up, and believe the pet aisle deserves better—we want to hear from you.