CUSTOMER BUSINESS MANAGER - PET SPECIALTY

The Hartz Mountain Corporation; United States; Remote; USD 100,000 - 120,000; Full time

Benefits offered by this job

Remote work schedule

401(k) match

34 paid days off annually

Parental, Bereavement, and Military-le

Health coverage

Tuition reimbursement

Job summary

The Hartz Mountain Corporation is seeking a Sales Key Account Manager for Pet Specialty to manage top accounts across the U.S. in a remote role from your home base. You will build strategic partnerships and drive category growth with major retailers.

Responsibilities include business planning, data analysis, negotiation, and coordination with brand teams. Travel up to 25% is required; base salary ranges from $100,000 to $120,000 with incentive potential.

Qualifications

• Bachelor’s degree in business or related field with 2+ years direct sales to national pet retailers; or 5+ years in related roles.
• Experience with category management, data analysis, and presenting insights.
• Proficiency with vendor portals (PetSmart, Petco, etc.).
• Strong negotiation skills to close deals and expand accounts.
• MS Office and Google productivity tools proficiency.
• Willingness to travel up to 25%.

Responsibilities

• Achieve sales targets for territory, accounts, and category within budget through buyer negotiations.
• Develop and revise annual business plans for assigned accounts.
• Analyze POS and sales data; communicate trends and risks to internal teams and category leads.
• Identify opportunities for category reviews and expand distribution across categories.
• Ensure margins and promotions align with brand strategy and shelf position.
• Forecast events and conduct regular retail audits to identify inventory gaps.

Skills

Direct sales experience

Negotiation skills

Data analysis

Presentation skills

Category management

Vendor portals

MS Office

Google Workspace

Education

Bachelor’s degree in business or related field

Tools

MS Office

Google Workspace

Job description

Description

Sales Key Account Manager – Pet Specialty (Remote)

About Us

For over 100 years, Hartz has been driven by one belief~ pets make life better. That belief fuels our commitment to creating innovative, trusted products that strengthen the bond between pets and their families. Our diverse team of passionate professionals continuously reimagine what pet care can be—working collaboratively to improve the wellbeing of pets everywhere. We’re proud to offer an inclusive, flexible workplace where employees are supported, valued, and empowered to grow. At Hartz, the work you do matters—far beyond our walls. Join us and help shape the next chapter of pet care innovation.

Job Type

Full-time

What We Offer …

• Remote Work Schedule~ Work remotely from your home office.
• Competitive Compensation & Benefits~ Receive a generous 401(k) match with immediate vesting.
• Generous Paid Time Off~ Enjoy up to 34 paid days off annually.
• Paid Leaves~ Parental leave, Bereavement leave, and Military leave.
• Comprehensive Health Coverage~ Includes Medical, Dental, Vision, Healthcare FSA, and Mental Health EAP, basic Life insurance and Disability Insurance.
• Tuition Reimbursement & Career Growth~ Access to tuition reimbursement and other learning and development opportunities.

The Role …

We’re seeking a driven sales professional to join our Customer Development team. As the Customer Business Manager for Pet Specialty, you'll lead a high-impact portfolio that includes PetSmart, Petco, Pet Supplies Plus, and Tractor Supply Company, developing strategic partnerships that drive sales, expand category growth, and strengthen Hartz's presence across the channel. This role offers a dynamic and comprehensive array of responsibilities, presenting a unique opportunity for a successful candidate to not only take ownership and drive business growth but also to master and manage the essential day-to-day tasks that contribute to our behind-the-scenes success. You will have the chance to develop a deep understanding of the operational aspects that keep our business running smoothly, ensuring that every detail is handled with precision and care. If you're passionate about sales, relationship building, and growing iconic consumer brands, we'd love to hear from you. In this position, you will work remotely from your home base, located in one of the following states~ AR, AZ, CA, IL, IN, KS, KY, MN, OH, TN, TX, or WA; Arizona or California a plus.

Your Responsibilities …

Strategic Sales and Business Planning

• Achieve sales targets for overall territory, customer and category within approved trade spend budget through negotiations with the buyer on sales and product placement.
• Develop, monitor, and continually revise assigned accounts’ annual business plans.
• Analyze point of sale and other sales data; communicate trends, insights, and risks via performance reports to Hartz internal teams, and to accounts’ category/replenishment teams. Use data to update and adjust the customer business plan.
• Identify opportunities for all category and line reviews on an ongoing basis, building a selling story to secure new business as well as increase existing distribution across all categories.
• Ensure retail margins and promotions fall within the published brand strategy for all items and categories, including proper shelf position.
• Forecast customer events as required.
• Conduct regular retail audits of your customers and provide insights both internally and externally with a focus on inventory gaps to drive additional sales volume.

Account and Relationship Management

• Build exceptionally strong relationships with key account stakeholders through consistent communication and meetings.
• Collaborate closely with internal Brand and Customer Planning teams and external broker partners to pinpoint significant opportunities within these major regional grocery accounts. Develop and implement strategies and programs aimed at generating profitable and incremental sales.
• Understand and convey account strategies and goals to the internal Hartz team.
• Attend/participate in industry and customer events, trade/trade show events, and company sales/marketing meetings.

Operations and Administration

• Effectively manage the administrative responsibilities, including price change forms, deductions, expense reports and selling and planning schedules.

Requirements

• Education & Experience~ Bachelor’s Degree in a Business-related discipline with 2+ years of direct sales experience calling on National Pet Specialty retailers; or in lieu of degree, 5+ years’ experience in direct sales, category management, business analytics, or a related role supporting PetSmart or Petco
• Data Analysis & Presentation Skills~ Experience with category management, fact-based selling techniques (point of sale and syndicated data analysis), and the ability to create, develop, and present this information compellingly from scratch
• Vendor Portals~ Proficiency utilizing vendor portals, including PetSmart, Petco, Pet Supplies Plus, and/or Tractor Supply Company preferred
• Negotiation Skills~ Proven negotiation skills, demonstrated ability to finalize business, and expand current account list
• Technical Proficiency~ Proficiency with Microsoft Office Suite programs (Excel, Word, PowerPoint, SharePoint) required and Google (Mail, Calendar, Meetings) preferred
• Business Travel~ Willingness and ability to travel up to 25%

The anticipated base salary range for this role is between $100,000 and $120,000, and eligible for a 20% sales incentive bonus opportunity. The specific salary offered will depend on the candidate’s qualifications and experience for this position.

Hartz is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age or any other characteristic protected by law.

Salary Description

$100-120K