National Sales Manager, Pet Food Manufacturing

We’re seeking a National Sales Manager to lead new business development and drive growth within our client’s pet food contract manufacturing division, focused on custom product development and premium and super-premium wet pet food products. Our client partners with both emerging brands and established national accounts, supporting customers from early-stage concept and formulation through full-scale commercialization. Their capabilities include a wide range of wet formats such as stews, toppers, pour-overs, bone broth, pâté, mousse, and shredded products, with a strong emphasis on human-grade, clean label, and high-protein formulations. Reporting directly to the VP of Sales, the National Sales Manager will develop and execute a disciplined sales strategy, secure new customers, and build long-term manufacturing partnerships across the pet food industry. This senior-level individual contributor role offers full ownership of the sales cycle, from prospecting and pipeline development through contract negotiation, onboarding, and commercialization, while working cross-functionally with R&D, Operations, Quality, and Supply Chain to successfully launch and scale customer programs. We’re looking for a sales professional with experience in pet food nutrition and contract manufacturing who brings a proactive, entrepreneurial approach to building pipelines, winning new business, and driving growth in a complex, solution-based selling environment. Essential Job Functions:

• Drive new business across the pet food industry by identifying, targeting, and securing partnerships with both emerging brands and established national accounts
• Build and maintain a strong, self-generated pipeline through proactive outreach, industry networking, and trade show engagement
• Own the full sales cycle from initial prospecting through contract negotiation, onboarding, and commercialization
• Develop and execute a strategic sales plan aligned with revenue targets, pipeline goals, and long-term growth objectives
• Lead complex, multi-stakeholder sales processes, engaging with R&D, procurement, operations, and executive leadership within customer organizations
• Partner cross-functionally with internal teams including R&D, Operations, Quality, and Supply Chain to guide customers through formulation, product development, trials, and scale-up
• Structure deals that align customer needs with manufacturing capabilities, capacity planning, and profitability targets
• Support successful onboarding of new customers and ensure alignment on timelines, product specifications, and commercialization plans
• Expand existing customer relationships through additional product lines, formats, and volume growth where applicable
• Maintain accurate pipeline visibility, forecasting, and CRM updates, providing insight into opportunities, risks, and performance against targets
• Stay current on industry trends, competitive dynamics, and emerging opportunities within pet nutrition, particularly within wet and premium product segments
• Travel approximately 50% overnight to manufacturing locations, customer sites, and industry events to support business development and relationship growth

Qualifications include:

• BS/BA degree in Business, Marketing, Animal Nutrition, Animal Science, or a related field
• 7–10+ years of sales experience within pet nutrition, with exposure to contract manufacturing, co-manufacturing, or private label solutions
• Proven track record of new business development and closing deals, not just account management
• Existing relationships with key decision-makers across pet food brands, manufacturers, and private label retailers
• Strong understanding of pet food formulation and complete and balanced nutritional requirements
• Proven ability to navigate long and complex sales cycles, often 9–12+ months or longer
• Experience working cross-functionally with technical teams such as R&D or product development
• Strong commercial acumen with the ability to structure deals that balance customer needs and operational realities
• Entrepreneurial mindset with a high level of ownership, urgency, and accountability
• Ability to work remotely and travel up to 50% overnight

Compensation for this position includes a competitive base salary commensurate with experience, performance-based bonus incentives, full medical and dental benefits, 401(k), and paid vacation. Our client is proud to be an Equal Opportunity Employer. Apply tot his job Apply To this Job