Manager - Sales Planning eCommerce and Specialty Channels (Sales)
Freshpet, Bedminster, New Jersey, United States
Overview
Who We Are
At Freshpet, our goal is to change the way people nourish their pets forever. We strive to strengthen the bond between people and our pets so that we both live longer, healthier, and happier lives while being kind to the planet. We believe that if we can create fresh, real foods that pets love and help them live healthier lives, that their pet parents will also enjoy the many benefits of a rich life shared with a pet. IT’S AMAZING WHAT CAN HAPPEN WHEN YOU START COMPLETELY FRESH!
About The Role
The Senior Sales Account Manager, eCommerce is responsible for the day-to-day operation and commercial performance of Freshpet’s Amazon business and select strategic eCommerce accounts. This role owns execution across sales, profitability, reporting, assortment, pricing, promotions, in-stock, and advertising, while also holding direct responsibility for customer negotiations and external engagement.
This is a hands-on operating role with meaningful autonomy. The Senior Manager is trusted to represent Freshpet externally, make informed commercial decisions, and act quickly in-market while remaining tightly aligned to internal financial guardrails and brand strategy. This is a highly analytical and operational role, ideal for a candidate who enjoys running the business, working deeply with data, and turning insights into decisions and action. The role partners closely with Marketing, Finance, Category, Supply Chain, and Media to drive sustainable, profitable growth across Freshpet’s fastest-growing channels.
Responsibilities
Account Ownership & P&L Management
Own end-to-end operating performance of Amazon and assigned eCommerce accounts.
Manage customer-level P&L, including revenue, trade investment, advertising spend, and contribution margin.
Lead forecasting, pacing, and variance management in partnership with Finance.
Act decisively on performance gaps, execution issues, and emerging opportunities.
Maintain disciplined investment governance while enabling speed and flexibility.
Reporting, Analytics & Performance Management
Own the full reporting and analytics cadence for assigned accounts (weekly, monthly, quarterly).
Analyze large, multi-source datasets spanning sales, traffic, conversion, pricing, promotions, in-stock, and advertising.
Build and maintain dashboards, scorecards, and models that support real-time operational decisions.
Leverage advanced analytics tools (Power BI, Tableau, SQL) to improve insight quality, automation, and scalability.
Diagnose performance drivers and translate data into concise, actionable recommendations for cross-functional teams and leadership.
Develop clear executive-ready narratives that connect analytics to business outcomes, not just metrics.
Partner with Analytics and Finance to ensure data accuracy, consistency, and scalability as the business grows.
Assortment, Pricing & Merchandising
Own customer assortment decisions, including launches, rationalization, and channel optimization.
Manage pricing architecture within established guardrails, balancing competitiveness and profitability.
Plan, execute, and evaluate promotions with a focus on ROI and operational impact.
Ensure content accuracy, item setup, and merchandising readiness across platforms.
In-Stock & Supply Chain Coordination
Maintain accountability for in-stock performance and fulfillment health.
Partner with Supply Chain and Operations to anticipate risks and resolve issues.
Drive forecasting accuracy and launch readiness to minimize disruption.
Act quickly to mitigate inventory or availability risks.
Advertising & Retail Media Execution
Own day-to-day coordination of Amazon and eCommerce advertising execution.
Monitor media performance and connect spend directly to sales and profitability outcomes.
Partner with internal media teams and agencies while maintaining clear account ownership.
Support test-and-learn initiatives and optimization efforts.
Negotiations & Partner Management
Serve as the primary external owner for Amazon and assigned eCommerce partners.
Lead customer conversations and negotiations within agreed commercial guardrails, including:
Retail programs and promotions
Advertising and media initiatives
Tests, pilots, and executional changes
Act independently with customers to resolve operational issues and unlock opportunities.
Escalate only when decisions exceed defined financial or strategic thresholds.
Build trusted, credible relationships through consistent execution and data-backed recommendations.
Lead Joint Business Planning (JBP), line reviews, and customer presentations with strong analytics and storytelling.
Drive executional excellence across all aspects of account management.
Process Improvement & Scale
Improve operating rhythms, reporting, and workflows to support scale.
Identify opportunities and build scalable tools to automate, standardize, or simplify account operations.
Improve reporting, forecasting, and account management processes to support a growing eCommerce business and share best practices across customer accounts.
Support development of junior account managers and analysts as needed.
Support test-and-learn initiatives across pricing, promotions, advertising, and assortment.
Qualifications Required
6–9+ years of experience in eCommerce account management or commercial operations within consumer packaged goods.
Hands-on ownership of Amazon or comparable major eCommerce platforms.
Proven experience operating core account levers: pricing, promotions, assortment, in-stock, and advertising.
Experience owning or heavily influencing customer-level P&L.
Strong analytical skills with experience using Excel / Sheets and business intelligence tools.
Ability to operate independently and represent the company externally with confidence.
Strong judgment and comfort making decisions in fast-paced environments.
Excellent communication and cross-functional collaboration skills.
Bachelor’s degree in Business, Economics, Marketing, Finance, Analytics, Supply Chain, or a related field.
Preferred
Advanced analytics experience using Power BI, Tableau, SQL, or similar business intelligence and data tools.
Experience working with large-scale or “big data” environments (e.g., cloud data warehouses, automated reporting pipelines).
Experience owning or supporting customer-level P&L.
Familiarity with Amazon retail metrics, tools, and advertising platforms.
Experience in high-growth brands, start-ups, or emerging businesses.
Exposure to Chewy, pet specialty, or natural retail channels.
Background in high-growth brands or emerging businesses.
Experience mentoring or guiding junior team members.
Master’s degree (MBA, MS Analytics, MS Finance, or similar)
What Success Looks Like
Strong command of Amazon performance drivers and economics with disciplined operation of the Amazon business
Reliable, scalable reporting and analytics that enables fast decisions
Healthy in-stock, pricing, and promotional execution
Effective external relationships built on credibility and trust
Disciplined management of advertising and trade investment
High accountability with minimal oversight required
Clear linkage between data, strategy, and commercial outcomes
Location Remote (U.S.)
#J-18808-Ljbffr
At Freshpet, our goal is to change the way people nourish their pets forever. We strive to strengthen the bond between people and our pets so that we both live longer, healthier, and happier lives while being kind to the planet. We believe that if we can create fresh, real foods that pets love and help them live healthier lives, that their pet parents will also enjoy the many benefits of a rich life shared with a pet. IT’S AMAZING WHAT CAN HAPPEN WHEN YOU START COMPLETELY FRESH!
About The Role
The Senior Sales Account Manager, eCommerce is responsible for the day-to-day operation and commercial performance of Freshpet’s Amazon business and select strategic eCommerce accounts. This role owns execution across sales, profitability, reporting, assortment, pricing, promotions, in-stock, and advertising, while also holding direct responsibility for customer negotiations and external engagement.
This is a hands-on operating role with meaningful autonomy. The Senior Manager is trusted to represent Freshpet externally, make informed commercial decisions, and act quickly in-market while remaining tightly aligned to internal financial guardrails and brand strategy. This is a highly analytical and operational role, ideal for a candidate who enjoys running the business, working deeply with data, and turning insights into decisions and action. The role partners closely with Marketing, Finance, Category, Supply Chain, and Media to drive sustainable, profitable growth across Freshpet’s fastest-growing channels.
Responsibilities
Account Ownership & P&L Management
Own end-to-end operating performance of Amazon and assigned eCommerce accounts.
Manage customer-level P&L, including revenue, trade investment, advertising spend, and contribution margin.
Lead forecasting, pacing, and variance management in partnership with Finance.
Act decisively on performance gaps, execution issues, and emerging opportunities.
Maintain disciplined investment governance while enabling speed and flexibility.
Reporting, Analytics & Performance Management
Own the full reporting and analytics cadence for assigned accounts (weekly, monthly, quarterly).
Analyze large, multi-source datasets spanning sales, traffic, conversion, pricing, promotions, in-stock, and advertising.
Build and maintain dashboards, scorecards, and models that support real-time operational decisions.
Leverage advanced analytics tools (Power BI, Tableau, SQL) to improve insight quality, automation, and scalability.
Diagnose performance drivers and translate data into concise, actionable recommendations for cross-functional teams and leadership.
Develop clear executive-ready narratives that connect analytics to business outcomes, not just metrics.
Partner with Analytics and Finance to ensure data accuracy, consistency, and scalability as the business grows.
Assortment, Pricing & Merchandising
Own customer assortment decisions, including launches, rationalization, and channel optimization.
Manage pricing architecture within established guardrails, balancing competitiveness and profitability.
Plan, execute, and evaluate promotions with a focus on ROI and operational impact.
Ensure content accuracy, item setup, and merchandising readiness across platforms.
In-Stock & Supply Chain Coordination
Maintain accountability for in-stock performance and fulfillment health.
Partner with Supply Chain and Operations to anticipate risks and resolve issues.
Drive forecasting accuracy and launch readiness to minimize disruption.
Act quickly to mitigate inventory or availability risks.
Advertising & Retail Media Execution
Own day-to-day coordination of Amazon and eCommerce advertising execution.
Monitor media performance and connect spend directly to sales and profitability outcomes.
Partner with internal media teams and agencies while maintaining clear account ownership.
Support test-and-learn initiatives and optimization efforts.
Negotiations & Partner Management
Serve as the primary external owner for Amazon and assigned eCommerce partners.
Lead customer conversations and negotiations within agreed commercial guardrails, including:
Retail programs and promotions
Advertising and media initiatives
Tests, pilots, and executional changes
Act independently with customers to resolve operational issues and unlock opportunities.
Escalate only when decisions exceed defined financial or strategic thresholds.
Build trusted, credible relationships through consistent execution and data-backed recommendations.
Lead Joint Business Planning (JBP), line reviews, and customer presentations with strong analytics and storytelling.
Drive executional excellence across all aspects of account management.
Process Improvement & Scale
Improve operating rhythms, reporting, and workflows to support scale.
Identify opportunities and build scalable tools to automate, standardize, or simplify account operations.
Improve reporting, forecasting, and account management processes to support a growing eCommerce business and share best practices across customer accounts.
Support development of junior account managers and analysts as needed.
Support test-and-learn initiatives across pricing, promotions, advertising, and assortment.
Qualifications Required
6–9+ years of experience in eCommerce account management or commercial operations within consumer packaged goods.
Hands-on ownership of Amazon or comparable major eCommerce platforms.
Proven experience operating core account levers: pricing, promotions, assortment, in-stock, and advertising.
Experience owning or heavily influencing customer-level P&L.
Strong analytical skills with experience using Excel / Sheets and business intelligence tools.
Ability to operate independently and represent the company externally with confidence.
Strong judgment and comfort making decisions in fast-paced environments.
Excellent communication and cross-functional collaboration skills.
Bachelor’s degree in Business, Economics, Marketing, Finance, Analytics, Supply Chain, or a related field.
Preferred
Advanced analytics experience using Power BI, Tableau, SQL, or similar business intelligence and data tools.
Experience working with large-scale or “big data” environments (e.g., cloud data warehouses, automated reporting pipelines).
Experience owning or supporting customer-level P&L.
Familiarity with Amazon retail metrics, tools, and advertising platforms.
Experience in high-growth brands, start-ups, or emerging businesses.
Exposure to Chewy, pet specialty, or natural retail channels.
Background in high-growth brands or emerging businesses.
Experience mentoring or guiding junior team members.
Master’s degree (MBA, MS Analytics, MS Finance, or similar)
What Success Looks Like
Strong command of Amazon performance drivers and economics with disciplined operation of the Amazon business
Reliable, scalable reporting and analytics that enables fast decisions
Healthy in-stock, pricing, and promotional execution
Effective external relationships built on credibility and trust
Disciplined management of advertising and trade investment
High accountability with minimal oversight required
Clear linkage between data, strategy, and commercial outcomes
Location Remote (U.S.)
#J-18808-Ljbffr