Description

Job Description: Director of Sales Operations (Key Accounts & Commercial Strategy)

Location: Bingham Farms, MI

About the Role

Central Home Brands (CHB), a division of Central Garden & Pet, is seeking a Director of Sales Operations to lead strategic growth across key national retail accounts, including The Home Depot and Costco.

This is a high-impact leadership role responsible for owning revenue, driving commercial strategy, and managing executive-level customer relationships. Reporting to the General Manager, this individual will lead account performance, shape long-term business plans, and partner cross-functionally to deliver profitable growth.

This role combines strategic account leadership with sales operations excellence, making it ideal for a commercially driven leader who thrives in a fast-paced retail environment.

Key Responsibilities

Own full P&L (revenue, volume, margin, and trade spend) for key omnichannel retail accounts
Develop and execute quarterly and multi-year account growth strategies aligned to company growth objectives
Identify whitespace opportunities and drive category expansion
Serve as the primary relationship owner for senior customer stakeholders
Lead negotiations for contracts, pricing, trade terms, and promotional programs to maximize long-term value
Lead trade investment strategy and ROI optimization, including scenario planning and performance tracking
Plan and drive go-to-market strategies for all relevant channels
Partner with Marketing and Product teams to align on customer needs and innovation
Own the monthly commercial forecast and pipeline performance
Analyze sales performance to identify trends, gaps, and growth opportunities
Deliver actionable insights to improve forecasting accuracy and business decisions
Collaborate with Sales, Marketing, Supply Chain, Finance, Design, and Engineering teams
Lead customer business reviews (QBRs, annual planning, performance updates)
Ensure compliance with contractual agreements, pricing policies, and trade spend governance
Coordinate internal stakeholders to ensure flawless execution
Proactively identify and resolve issues impacting customer performance
Influence without direct authority across a matrixed organization

Qualifications

A strategic, commercially minded leader with a strong track record of driving growth
An expert in managing large retail accounts and navigating complex customer environments
A data-driven decision-maker who translates insights into action
A collaborative leader who thrives in cross-functional, matrixed organizations
A strong communicator with executive presence and negotiation expertise

Minimum Experience & Education

Bachelor’s degree in Business, Marketing, or related field
8–12+ years of experience in retailer sales, commercial strategy, or key account management
Proven experience managing large retail customers (e.g., Home Depot, Costco, or similar)
Strong commercial acumen with ownership of revenue and margin performance
Experience in pricing strategy, go-to-market planning, and business development
Advanced analytical skills with proficiency in Excel and PowerPoint
Demonstrated ability to influence cross-functionally and drive results
Experience in a seasonal or consumer products business is a plus

Work Environment

Collaborative and fast-paced team environment
Domestic and international travel up to 25%

Benefits & Perks

Paid Time Off – Vacation, holidays, and floating holiday
Comprehensive Health Coverage – Medical, dental, vision, disability, and more
Health Savings Account (HSA) with company contribution
401(k) with Employer Match
Paid Parental Leave
Education Assistance & Professional Development
Career Advancement Opportunities
Employee Recognition Programs
Employee Assistance Program (EAP)
Discounts on phones, gyms, entertainment, and more

Central Garden & Pet Company (NASDAQ: CENT) (NASDAQ: CENTA) is a leading consumer goods company in the pet and garden industries. Guided by the belief that home is central to life, the Company's purpose is to proudly nurture happy and healthy homes. For over 45 years, its innovative and trusted solutions have helped lawns grow greener, gardens bloom bigger, pets live healthier, and communities grow stronger. Central is home to a diversified portfolio of market-leading brands including Amdro®, Aqueon®, Best Bully Sticks®, Cadet®, C&S®, Farnam®, Ferry-Morse®, Kaytee®, Nylabone®, Pennington®, Sevin® and Zoёcon®. With fiscal 2025 net sales of $3.1 billion, Central has strong manufacturing and logistics capabilities supported by a passionate, entrepreneurial growth culture. The Company is headquartered in Walnut Creek, California, and employs over 6,000 people, primarily across North America. Visit www.central.com to learn more.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

Central Garden & Pet

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