Director, Sales Strategy and Business Performance

Director, Sales Strategy and Business Performance

(Exempt)

Company Overview: Ethos Pet Brands is the parent company of Natural Balance® and Canidae® pet brands.  By joining forces under Ethos Pet Brands, these premium pet food brands strengthen their commitment to delivering the highest quality nutrition. We believe in the power of strong brands to connect with pet parents and create meaningful experiences.

Job Summary: The Director, Sales Strategy & Business Performance serves as a strategic partner to the Head of Sales, helping drive profitable growth by identifying opportunities, diagnosing performance gaps, and developing actionable plans to accelerate results. This role combines analytical rigor, commercial business acumen, and strategic thinking to support decision-making across customers, channels, products, and markets.

The ideal candidate is highly analytical, business-minded, and able to translate complex data into clear insights and recommendations. They will work cross-functionally with Sales, Finance, Marketing, Supply Chain, and Leadership to drive execution against business objectives and support long-term growth strategies.

This role reports into the Head of Sales and the key responsibilities and duties of this position include, but are not limited to: 

Strategic Business Partnering

• Partner closely with the Head of Sales to develop and execute commercial growth strategies.

• Identify opportunities to increase revenue, profitability, market share, and customer performance.

• Evaluate business performance and recommend actions to address risks and capitalize on opportunities.

• Support annual planning, forecasting, and strategic business reviews.

Sales Performance & Analytics

• Analyze sales performance across customers, channels, categories, and geographies.

• Develop dashboards, scorecards, and reporting tools to monitor key performance indicators.

• Identify trends, opportunities, and performance gaps and provide actionable recommendations.

• Conduct deep-dive analyses to uncover root causes of underperformance and propose solutions.

Revenue Growth & Opportunity Identification

• Assess white-space opportunities, customer growth potential, and market trends.

• Support pricing, promotion, assortment, and distribution strategies.

• Evaluate return on investment for commercial initiatives and customer programs.

• Recommend actions to improve sales effectiveness and resource allocation.

Cross-Functional Leadership

• Collaborate with Finance, Marketing, Operations, and Supply Chain teams to align business strategies.

• Lead cross-functional initiatives designed to improve commercial performance.

• Present findings and recommendations to senior leadership teams.

• Drive accountability and follow-through on strategic action plans.

Planning & Forecasting

• Support sales forecasting and demand planning processes.

• Assist in developing annual operating plans and long-range growth strategies.

• Monitor progress against goals and recommend course corrections as needed.

• Other duties as assigned

MINIMUM QUALIFICATIONS

• Bachelor's degree in Business, Finance, Economics, Marketing, or related field; MBA preferred.

• 8+ years of experience in sales strategy, commercial finance, business analytics, category management, revenue management, consulting, or related business leadership roles.

• Strong analytical and problem-solving skills with the ability to synthesize large amounts of data into actionable insights.

• Demonstrated experience influencing senior leaders and driving business decisions.

• Advanced proficiency in Excel, Power BI, Tableau, or similar analytics tools.

• Excellent communication, presentation, and executive storytelling skills.

• Experience in consumer products, retail, food, pet, or related industries preferred.

• Ability to manage multiple priorities and work cross functionally

• Must be willing to submit a background check and pre-employment drug screening

• Must be eligible to work in the US

KEY COMPETENCIES

In this role, we are seeking competencies that include:

• Attention to detail

• Ownership and accountability

• Excels working in a team environment

• Data-driven decision maker

• Strong clear and detailed communication

• Process improvement mindset

• Understands how to prioritize tasks to meet deadlines with strong time management skills

ESSENTIAL FUNCTIONS

• Must be able to lift up to 25 pounds at times

• Must be able to relay accurate information via multiple communication vehicles including verbal and written mechanisms

• Ability to remain in a stationary position for up to 8 hours

• Ability to operate a computer and other office technology

• Ability to observe details at close range

• Occasionally travel for work up to 20% of the time

• Occasionally Ascend/descend stairs

BENEFITS

• 401K

• Medical

• Dental

• Vision

• HSA & FSA

• Short Term Disability

• Long Term Disability

• Pet Insurance

• Life Insurance

• Employee Assistant Program

• And more!

Ethos is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need.