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.
Director Of Sales Operations