[Remote] Senior Account Manager - Specialty Channel
Note: The job is a remote job and is open to candidates in USA. Freshpet is dedicated to transforming how people nourish their pets. They are seeking a strategic and performance-driven commercial leader to develop account and channel strategy, drive revenue and distribution growth, and strengthen retail partnerships in the specialty channel business.
Responsibilities
- Own and drive customer strategy, defining clear priorities, growth levers, and where to play
- Identify and develop high-impact initiatives that scale both the Freshpet brand and the broader fresh pet food category
- Build annual and quarterly strategic plans grounded in category trends, shopper insights, and retailer dynamics
- Translate complex data into clear “so what” insights and actionable growth strategies
- Build and maintain strong, trust-based relationships with key decision-makers across national and regional specialty retailers
- Act as a thought partner to customers—bringing forward a clear, insight-led perspective on category growth, assortment, and merchandising
- Lead joint business planning, aligning on shared priorities, growth targets, and execution plans
- Influence customer strategies to unlock incremental opportunities and expand Freshpet’s role within the category
- Own revenue, distribution, and ACV performance across assigned accounts with full accountability for results
- Identify and prioritize the highest-impact opportunities to expand distribution, optimize assortment, and strengthen in-store presence
- Monitor performance trends, identify risks and opportunities, and adjust strategies in real time to stay ahead of plan
- Ensure strong execution of key initiatives, including new item launches and in-store programming
- Leverage data and analytics to evaluate performance, uncover insights, and inform decision-making
- Quickly synthesize multiple data sources into clear, concise recommendations
- Partner with internal teams to align on forecasting, planning, and performance tracking
- Establish a strong test-and-learn mindset to continuously optimize results
- Partner closely with marketing, supply chain, finance, and operations to ensure strategies are aligned and executable
- Align assortment, merchandising, and activation plans with broader brand and channel strategies
- Ensure strong coordination across distributor partners to drive consistent execution and expanded reach
- Champion best practices and elevate overall specialty channel capability
- Support development of account-level forecasts, trade planning, and investment strategies
- Monitor performance against financial targets and identify actions to close gaps or accelerate growth
- Balance growth opportunities with ROI discipline to drive sustainable, profitable performance
Skills
- Bachelor's degree in Business, Marketing, or a related field
- 7+ years of experience in pet or CPG sales or account management
- Proven ability to develop and execute strategic growth plans that drive measurable results
- Strong analytical capabilities with the ability to translate data into clear insights and actions
- Demonstrated success building and influencing productive retail partnerships
- Strong commercial acumen across category, customer, and shopper dynamics
- Agility and adaptability in a fast-paced, evolving environment
- Excellent communication and storytelling skills, with the ability to influence across levels and functions
- High ownership mindset with a bias for action and results
Benefits
- Medical, dental and vision insurance
- Basic and optional life insurance
- Short- and long-term disability protection
- Flexible spending accounts
- A 401(k) plan with company match
- Paid parental leave
- Pet insurance
- Tuition assistance
- A generous PTO plan
Company Overview