Regional Sales Manager, Open Farm
West
Salary not provided
Excel
Mid and Senior level
Remote from US
More information about location
Ethically sourced & humanely raised pet food
Be an early applicant
Ethically sourced & humanely raised pet food
101-200 employees
B2CFoodPetsNutritioneCommerce
Be an early applicant
Salary not provided
Excel
Mid and Senior level
Remote from US
More information about location
101-200 employees
B2CFoodPetsNutritioneCommerce
Company mission
To empower pet parents with high quality nutrition for pets, crafted from humanely raised and sustainable sourced ingredients.
Role
Who you are
- Demonstrates ability to drive measurable sales growth within a retail account or defined region, with clear accountability to performance targets and execution standards
- Strong background in field execution, merchandising compliance and retail operations within structured retail environments
- Proven experience delivering structured trainings and presenting to district and store level leadership with confidence and clarity
- Exceptional interpersonal skills with the ability to build productive relationships across multiple levels of retail leadership
- Strong organizational discipline and ability to manage extensive travel, high store volume, competing priorities, and field execution schedules effectively
- Demonstrates ability to anticipate execution gaps, surface field insights proactively, and operate with limited direction in a fast-paced launch environment
- Competence in Excel, PowerPoint and CRM systems to support disciplined reporting, structured communication, and data-driven decision-making
- Previous experience within the pet industry and/or supporting strategic retail chains is considered a strong asset
- Demonstrates ownership of trade and field activation budgets with measurable ROI accountability
- Strong financial acumen, including experience prioritizing investments, evaluating effectiveness, and making disciplined allocation decisions that protect margin
- Experience building structured trade programs within defined budget parameters to drive retail engagement and sell-through
- Proven stewardship of travel and expense budgets with disciplined cost management
What the job involves
- Open Farm’s continued growth within strategic retail partnerships requires disciplined in-store execution, structured education, and consistent operational follow-through at scale. The Regional Sales Manager plays a critical role in supporting growth by ensuring national account strategies are executed effectively across assigned regions
- At a national level, strategic direction and account priorities are set by the Vice President, National Accounts
- The Regional Sales Manager is responsible for executing those priorities in the field by driving successful launches, managing merchandising elements, strengthening district and store-level relationships, ensuring reset and promotional compliance and delivering structured training within the designated strategic retail chain
- This role is field-driven and execution-focused, partnering closely with both Director, National Accounts and Territory Sales Managers to support sales performance while maintaining clear alignment with national objectives
- Success in this position directly impacts sales growth, brand representation, operational consistency and disciplined capital deployment across the retail network. The role carries direct accountability not only for execution performance but also for responsible trade and expense management, ensuring regional investments generate measurable and profitable growth
- Reporting to the Vice President, National Accounts, the Regional Sales Manager plays a key role in driving sales performance, accelerating brand adoption and ensuring disciplined in-store execution within a designated strategic retail chain
- This role is responsible for executing launch and growth strategies that expand Open Farm’s presence within the assigned strategic partner, strengthening relationships at the district and store level and ensuring products are consistently represented with excellence across all locations
- The Regional Sales Manager contributes directly to company growth by leading in-store execution, driving structured education initiatives, optimizing retail compliance, and partnering closely with Territory Sales Managers to support successful activation across 1,500+ stores. This role also serves as a brand ambassador, reinforcing Open Farm’s mission and positioning in every store interaction
- Account assignments and strategic priorities may evolve over time based on business needs, and this role is expected to adapt accordingly while maintaining consistent execution standards
- Drive Regional Chain Growth: Meet and exceed regional sales targets within the designated strategic chain by driving disciplined launch execution, strong store-level adoption and effective training penetration
- Launch Execution Leadership: Lead the rollout and sustained activation of Open Farm across assigned stores, ensuring reset accuracy, merchandising compliance and promotional execution standards are consistently met
- Performance Accountability: Monitor store-level sales trends and execution quality, proactively identify opportunities to strengthen sell-through, correct gaps, and improve overall chain performance
- KPI Discipline: Maintain accountability to defined performance metrics including store coverage, training frequency, reset compliance, sales growth targets and timely CRM documentation
- Strategic Alignment: Execute consistently in alignment with Open Farm’s national priorities and the strategic objectives of the designated retail partner
- Strengthen Regional Partnerships: Build and maintain productive relationships with district managers, store manager and retail teams to support sales growth, execution consistency and long-term partnership alignment
- Education as a Sales Lever: Develop and deliver structured training programs, including full-store trainings, district presentations, lunch-and-learns and launch sessions, designed to improve product knowledge, drive advocacy and increase sell-through
- In-Store Execution Excellence: Ensure planogram compliance, promotional integrity, and merchandising standards are consistently upheld across assigned locations
- Proactive Problem Solving: Identify and address in-store execution challenges, partnering with Territory Sales Managers and cross-functional teams to resolve issues quickly and protect sales performance
- Event Participation & Execution: Support grand openings, district meetings, in-store activations and promotional initiatives through disciplined on-site execution aligned with national account strategy
- Field Intelligence & Reporting: Provide structured post-visit and post-event reporting to National Accounts leadership, highlighting execution trends, competitive activity, store feedback, and actionable growth opportunities while maintaining disciplined CRM documentation
- Collaborative Partnership: Partner closely with Director, National Accounts and Territory Sales Managers to align travel plans, share store insights, and ensure cohesive execution across the market
- Operational Accountability: Ensure all field activity reflects Open Farm’s standards for professionalism, accuracy, and alignment with company initiatives
- Trade Management: Manage regional trade and travel budgets with accountability to ROI and margin objectives
- Minimum of 20+ in-person store visits per week, with flexibility to adjust based on training sessions, district meetings and launch priorities
Our take
Much like humans, eating a balanced and nutritious diet is important to ensure a pet is happy and healthy. On top of this, owners are usually keen to purchase products that meet the same ethical and sustainability standards of goods they would buy for themselves - but big pet food brands often do not cater for any of these requirements.
Open Farm sells nutrition-focused pet food for dogs and cats at online and retail stores, with ingredients obtained from sources with excellent animal welfare standards and low carbon footprints. From its recipes to its packaging, the company displays a strong focus on ethics and environmental responsibility, and stands out for its transparency.
As consumer sentiment trends towards more conscious purchasing, there is a widening market for products such as Open Farm's. The company has been steadily growing its presence in the expanding pet food sector, and introduced an online carbon footprint tool that allows consumers to see the carbon footprint of all its products.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
26% employee growth in 12 months
Company
Funding (1 round)
Jan 2021
$65m
GROWTH EQUITY VC
Total funding: $65m
Company benefits
- Health, Medical & Dental Benefits
- Wellness Days & Summer Hours
- Mental Health Support
- Wellness Stipend
- Slack Interest Groups
- Pet Feeding Program
- RRSP and 401(k)
- Hybrid & Remote Work
Company HQ
Little Italy, Toronto, ON
Leadership
Isaac Langleben
(Co-Founder & CEO)Experience as Investor and Board Member of Canada Pooch from 2011 to 2019. Co-founder and Board Member of Diggs Pet since 2016.
Jacqueline Prehogan
(Co-Founder & CBO)Experience as Senior Associate of PricewaterhouseCoopers and RSM Richter. Founder and CEO of Canada Pooch since 2011.
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