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Territory Sales Representative - CPGSpectrum Brands • Richmond, Virginia, United States
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Territory Sales Representative - CPG

Spectrum Brands
  • US
    Richmond, Virginia, United States
  • US
    Richmond, Virginia, United States
Apply Now

About

Division Information The Pet Care business unit of Spectrum Brands is based in St. Louis, Missouri with distribution, manufacturing and sales offices throughout the US and globe. Owners of dogs, cats, birds, small animals, fish and reptiles rely on our brands for exceptional value and trusted results. Our industry-leading brands include Tetra, Instant Ocean, Marineland, 8‑in‑1, Dingo, FURminator, Nature's Miracle, GloFish, DreamBone and SmartBones.
Job Summary The Territory Sales Representative is responsible for managing and advancing sales relationships with both existing and prospective accounts. This role includes strategic planning, presentation development, data analysis, and tactical execution in preparation for customer engagements, events, and sales initiatives within the Global Pet Care business across a defined account base.
Primary Duties & Responsibilities Account Planning Duties (20%)
Develop and execute strategies to maximize Spectrum Brands Global Pet Care SKU distribution within assigned accounts.
Support the development of annual sales quotas, profit plans, and action plans; monitor performance against objectives and adjust strategies as needed.
Create customized, retailer‑specific presentations for line reviews, promotional programs, and mid‑season business updates.
Provide consistent weekly updates outlining business performance and key impacts.
Contribute to accurate forecasting processes in collaboration with account managing teams.
Indirect/Retail Sales Representative Duties (60%)
Drive profitable sales growth within a defined account base, with a focus on Global Pet Care products across multi‑store and independent retailers.
Develop deep expertise within assigned accounts by understanding retailer strategies, objectives, and needs to grow the business effectively.
Prioritize efforts using data‑driven insights, focusing on top‑performing/accelerator accounts that generate the majority of revenue.
Partner with distributor sales representatives to strengthen relationships with key store personnel and provide product training to enhance in‑store recommendations.
Deliver product knowledge and sales training through seminars and ride‑alongs with distributor partners.
Identify new store opportunities within the account base; consult on assortment, merchandising, and promotional strategies; secure opening orders and support store set‑up execution.
Participate in events including open houses, trade shows, sales blitzes, distributor meetings, and store resets.
Collaborate with consumers, store teams, and marketing to identify and support new product opportunities.
Direct Sales Representative (20%)
Target and convert prospective accounts by executing strategic sales plans, building relationships, and securing new business opportunities.
Develop a strong understanding of gross margin performance by SKU; evaluate against benchmarks and competitive insights.
Recommend pricing strategies and promotional programs that align with customer objectives while maximizing profitability.
Maintain and update competitive intelligence and communicate emerging trends.
Leverage data tools (AGDATA, CRM) to support promotional planning and execution.
Assist in developing annual promotional plans to optimize product mix and timing.
Evaluate promotion performance to drive continuous improvement.
Apply and refine selling techniques to grow the business and be the Trusted Advisor.
Education and Experience Profile
Bachelor's degree in Business or related field preferred or equivalent experience.
Minimum of 2 years of experience in consumer products and/or sales.
Field sales experience in the pet industry preferred.
Experience with syndicated data or category management is a plus.
Travel & Field Work Requirements This is a home office‑based, field sales role that requires extensive time in the field and frequent travel within the assigned territory.
This role requires frequent travel, including overnight stays, depending on territory needs and customer activity.
A significant portion of each workweek is spent driving and traveling between distributors, retailers, and customer locations.
Daily work includes being in and out of retail stores, distributor locations, events, and customer sites.
Workdays may begin early and occasionally extend into evenings to support retailer, distributor, or event needs.
The role requires comfort with being on the road, working independently, and managing a variable weekly schedule.
Travel may include flying and overnight travel as business needs require.
Required Skills
Strong analytical skills
Excellent presentation and training abilities
Effective communication across all levels
Innovative mindset with ability to find creative solutions
Strong strategic and tactical thinkingCustomer‑focused approach
Team‑oriented mindset
Ability to manage multiple tasks/strong organizational skills
Proficiency in Microsoft Office
Work Environment
Home office‑based field sales environment
Requires daily time in a vehicle
Frequent physical presence in retail and distributor locations
Ability to climb ladders and lift up to 60lbs.
Ability to travel including flying and overnight travel as needed.
This role is best suited for individuals who enjoy frequent field travel, autonomy, and in‑person customer engagement. Candidates seeking primarily desk‑based, limited travel, or highly predictable schedules may find the travel and lifestyle demands of this role challenging.
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  • Richmond, Virginia, United States

Languages

  • English
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