Area Division Manager - East Region

AREA DIVISION MANAGER – EAST REGION (Mississippi River East +ND, SD, NE, KS, MN, IA, MO)

COMPANY SUMMARY (“Who are we?”)

We are The Honest Kitchen. We’re a team of pet-obsessed foodies who put our heart and soul into our work – making a line of human-grade whole foods, treats, and supplements for dogs and cats. We’re a rapidly growing business that is a proud B Corp, was named one of Outside Magazine’s Best Places to Work for 6 straight years, and certified as a Great Place to Work!

We strive for an inclusive work culture that supports a diverse array of skills, experiences, and perspectives our employees bring to the table. For us, differences are a source of strength. We celebrate strong performance and ethical processes, and we work hard every day to nurture an inclusive culture where all employees can innovate and thrive. Here, you will not only build your career, but you will also uncover new experiences and collaborate with passionate colleagues.

The Honest Kitchen values a diverse workforce. Women, people of color, people with disabilities and members of the LGBTQIA+ community are strongly encouraged to apply. The Honest Kitchen believes that an equitable and inclusive work environment and a diverse, empowered team are key to achieving our mission. We’re looking for candidates who can expand our business culture by bringing their whole, authentic selves to work. We strive to provide all qualified candidates with an equitable and accessible recruitment process.

POSITION SUMMARY ("What are we looking for?")

The Area Division Manager will play a strategic role in developing and expanding the company’s footprint in the East Region (East of Mississippi) ensuring the achievement of business and revenue targets are obtained within the company budget. This position involves providing leadership, guidance, and support to a team of Regional Sales Managers and Key Accounts while managing direct and distributor relationships. The Senior Area Division Manager will collaborate with the Vice President, Indy Sales & Natural, and other stakeholders to align sales objectives with THK’s overall business strategy.

SCOPE OF POSITION

• Take complete ownership and responsibility for sales within the East Region, overseeing continued, profitable growth across a diverse mix of local, regional, and national pet chains, as well as independently owned pet retailers.
• Effectively lead and mentor Regional Sales Managers in selling to key decision-makers and influencers at single-door and multi-door accounts.
• Develop comprehensive business plans for local chains and accounts, ensuring their execution by the Regional Sales Managers and local distribution partners.
• Manage regional distributors, assigned direct partner relationships, and regional key accounts; conduct monthly meetings, and quarterly business reviews (QBR’s)- reporting updates regularly to the Vice President, Indy Sales & Natural.
• Collaborate with distributor field sales personnel to execute directed regional sales strategies for sustained growth.
• Utilize systems and analyze store-level data to support sales plans and actions within the area, ensuring strategic alignment with overall company objectives.
• Drive growth by securing new customers for THK within designated areas, introducing new products, and optimizing product sets.
• Ensure the highest level of customer service by proactively managing the day-to-day area needs of RSM’s and industry partners.
• Maintain a positive and collaborative approach to business, embodying THK’s brand in the pet marketplace.
• Execute flawlessly on regional-level product launches and promotions, ensuring success for both the customer and THK.
• Work closely with the Vice President, Indy Sales & Natural to align regional sales team objectives with THK’s business strategy, planning meetings, and developing sales strategies.
• Achieve assigned organizational objectives for sales, EBIDTA, volume, product mix, and other strategic goals; reporting KPI updates and managing RSM’s to uphold company goals and objectives.
• Assist in the execution of strategic and tactical sales/marketing plans, conducting retail and regional business reviews, implementing promotions, aiding in product launches, and conducting store/market visits within assigned region.
• Provide accurate and timely forecasting input and collaborate on regional market analytics to understand customers’ needs and identify opportunities.
• Provide leadership to the regional sales team, fostering a culture of accountability, professional development, high-performance, and ethical behavior.
• Assist with organizational change initiatives by assessing the need for change, championing change initiatives, and removing obstacles to constructive organizational change.
• Provide feedback, coaching, and necessary training to assist Regional Sales Managers in career advancement.
• Utilize Repsly software to track sales pipelines and share best practices, boosting Repsly adoption and use across the region.
• Assist with other regional sales needs such as distributor promotional submissions, tracking promotional splits, and reviewing billbacks for accuracy.
• Perform other duties as required to support the Sales team or internal stakeholders.
  
  
  

Additional Key Attributes

• Job Knowledge - Demonstrates proficiency in the role based on education or previous experience. Stays abreast of best practices, agencies, systems, and technology, utilizing skills to advance the company.
• Problem Solving - Proactively identifies issues or opportunities, implementing solutions swiftly. Seeks solutions independently and elevates complex issues to superiors with proposed solutions.
• Effectiveness - Ensures work aligns with position description, focusing on highest priority items. Executes tasks with speed, efficiency, and accuracy. Adapts activities, priorities, and approaches based on demands.
• Sales Management Experience
• Financial acumen, including P&L management, expense control, and excellent negotiating skills.
• Strong entrepreneurial drive with a consistent record of managing high sales achievements.
• Experience facilitating remote work teams utilizing principles of Servant Leadership.
• Well-developed relationships, management skills, and a consultative selling approach.
• Clear history of delivering results with the ability to build high-performance teams.
• Independent problem-solving and change management skills.
• Outstanding oral, written, and presentation skills.
• Advanced PC skills, including Microsoft Office (Word, PowerPoint, Excel, Access).
• Must love animals and be passionate about their health.
  
  
  

EXPERIENCE REQUIRED (“What are we looking for?”)

• BS/BA - College Degree
• Minimum 5+ years of experience working in Sales or Business Development, including 3+ years in a managerial role.
• Strong written, presentation, and verbal communication skills with strong attention to detail
• Highly performance and results-driven and want to take on a high level of responsibility and work in a fast-paced, high-growth environment.
• Must be willing to travel up to 50% of the time
• Must reside east of the Mississippi River, near a major airport to facilitate efficient travel
• Collaborative team player and team builder who excels at partnering and influencing decision-making at all levels of the organization
• Visionary, positive, and energetic leader that fosters a unique, diverse, and winning culture
• Someone who loves pets as much as we do!
  
  
  

BENEFITS OF WORKING FOR THE HONEST KITCHEN (“What do we offer?”)

We offer a competitive compensation package, including salary and robust employee benefits. Some key highlights include:

• Time off: We offer a highly competitive time off schedule, including unlimited vacation, additional sick time, in addition to a generous company-paid holiday schedule.
• Benefits: Various health insurance plans with generous employer contributions to premiums. We also offer vision, dental, short-term disability, long-term disability, accident, critical illness, an employee assistance program, and an FSA.
• Financial wellness: Enjoy perks like a company 401K with an employer match.
• Mission Driven: Employees can take up to 40 hours of volunteer time a year, and we offer donations matching to non-profit organizations of your choosing.
• Pet Friendly: Pet-friendly offices, zoom calls, discounts on pet insurance, and of course, free pet food!
• Collaborative Team: We offer a fun, team-oriented work environment where you feel like you are making a difference every day.
• The Honest Kitchen is an equal opportunity employer. The Company’s policy prohibits discrimination based on race, religious creed (which includes religious dress and grooming practices), color, national origin, ancestry, disability, medical condition, genetic information, marital status, sex (which includes pregnancy, childbirth, breastfeeding, and related medical conditions), gender, gender identity, gender expression, age, sexual orientation, military or veteran status.