Pet Specialty Channel Manager at Clorox

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Your role at Clorox:

The Pet Speciality Channel Manager for EU is responsible for sales management and growth for the channel across all markets, including direct and indirect sales. This role is responsible for strategic, direct account management. Additionally, the Channel Manager is responsible for overall EU channel strategy & planning including HTW requirements and GTM development. The initial focus is on developing and executing a German route to market and sales growth plan. The channel manager sets and executes the indirect market sales strategy and segmentation. This work will drive growth in the largest, most strategic markets that are managed via distributors.

In this role, you will:

• Lead and Grow the Pet Specialty Channel (EU): Own the sales growth strategy across Europe, with a special focus on developing the German route-to-market and expanding into strategic markets.
• Drive Strategic Customer Partnerships: Manage and grow relationships with leading retailers (e.g., Pets at Home, Fressnapf), develop joint business plans, and deliver winning customer programs.
• Develop the Channel Strategy: Create and execute plans that combine direct and indirect sales, distributor segmentation, trade shows, and retail service initiatives to maximize market penetration.
• Champion Sales Fundamentals: Ensure excellence in forecasting, trade fund management, AMPS execution, and sales analytics to achieve ambitious KPIs.
• Inspire and Lead Teams: Coach, develop, and empower a high-performing team, building the right capabilities to succeed in both direct and distributor-led markets.
• Shape the Future of Pet Care Growth: Partner cross-functionally with Marketing and senior leadership to influence go-to-market strategies and unlock growth opportunities across the EU.

What we look for:

Required Experience

• 10–15+ years in CPG, leading both direct and indirect sales channels.

• Strong track record managing top pet specialty retailers (Pets at Home, Fressnapf, Futterhaus).

• Deep knowledge and relationships within the pet channel in UK & Germany, plus exposure to other growth markets (e.g., Italy).

• Proven expertise in strategic sales management: customer development, route-to-market planning & execution.

• Solid foundation in sales fundamentals: call planning, AMPS execution, objection handling.

• Experience designing and executing joint business plans and category sales strategies.

• Demonstrated team and people leadership.

• Opening and scaling business in new markets.

• Sales planning with cross-functional collaboration (Marketing & Category).

Education

• College degree required; advanced degree preferred.

Technical Skills

• Proficient in Microsoft Office and standard business tools.

• Sales skills: AMPS planning & execution, persuasive selling, negotiation, customer business planning.

• Strong commercial management: sales analytics, reporting, forecasting, and trade fund management.

Leadership & Abilities

• Strategic thinker with strong planning and execution skills.

• Growth mindset: consumer-first, curious, and resilient.

• Customer-obsessed, able to build and influence senior-level relationships.

• Skilled at indirect influence and “push” selling.

• Decisive in ambiguity, with strong judgment and confidence.

• Analytical, insight-driven, and action-oriented.

• Persuasive communicator — clear in presentations and writing.

• Strong negotiation skills.

Languages

• Fluent English (written & spoken).

• German highly beneficial.

Workplace type:

Hybrid

We seek out and celebrate diverse backgrounds and experiences. We’re looking for fresh perspectives, a desire to bring your best, and a non-stop drive to keep growing and learning.

At Clorox, we have a Culture of Inclusion. We believe our values-based culture connects to our purpose and helps our people be the best versions of themselves, professionally and personally. This means building a workplace where every person can feel respected, valued, and fully able to participate in our Clorox community. Learn more about our I&D program & initiatives here.

Benefits we offer to help you be well and thrive:

• Competitive compensation

• Generous 401(k) program in the US and similar programs in international

• Health benefits and programs that support both your physical and mental well-being

• Flexible work environment, depending on your role

• Meaningful opportunities to keep learning and growing

• Half-day Fridays, depending on your location

Please apply directly to our job postings and do not submit your resume to any person via text message. Clorox does not conduct text-based interviews and encourages you to be cautious of anyone posing as a Clorox recruiter via unsolicited texts during these uncertain times.

To all recruitment agencies: Clorox (and its brand families) does not accept agency resumes. Please do not forward resumes to Clorox employees, including any members of our leadership team. Clorox is not responsible for any fees related to unsolicited resumes.

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