Director of International Sales Europe

Petmate is a global leader in pet supply products. Some of our most beloved brands include Chuckit!®, Arm & Hammer®, Barkbone®, Gamma2®, HyperPet®, JW Pet®, La-Z-Boy®, Mad Cat®, Petmate®, Vittles Vault® and Wild Eats®. 

Over 60 years ago, Petmate began with a single focus on providing safe pet transportation, which resulted in the creation of the first dog kennel. Flash forward to today, and the same love and bond that existed to provide safe travels for our pets now permeates through every step of pet and pet owners’ shared adventure.

Knowing that pets are every bit as much a part of the family, Petmate takes pride in developing new, superior products that improve the quality of life and enrich the bond created between people & their pets. From environmentally responsible manufacturing to rigorous product testing, we place safety at the core of what we make and how we make it.

Our 25 trusted brands continually drive innovation across pet categories, spanning dog and cat toys, feeding and watering, food storage, carriers, shelters, bedding, consumables and more.

OUR WHY: To enrich the lives of families by cultivating the bond between people & their pets

OUR VISION: Families everywhere trust us more than any other company to enhance the well-being of their pets at every step of their adventure

Petmate Core Values

OWN IT!: We take full responsibility for our actions, decisions, and their outcomes

STEADFAST DETERMINATION: Steady pursuit of what's next with unwavering commitment and enthusiasm

DO THE RIGHT THING: Consistent alignment of actions and values in every situation, ensuring you're always true to what's right

SAFETY WITHOUT COMPROMISE: We prioritize the safety of employees, consumers, and pets without compromise

Summary: The Director of International Sales will drive profitable business growth across all Petmate product segments within the European market. This role involves strategic business planning, managing the sales pipeline, leading the sales process, negotiating and closing deals, defining marketing and support requirements, and overseeing both direct and indirect sales channels.

Key Responsibilities

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Build and strategically foster relationships with key distributors, to gain a clear understanding of their businesses, requirements and objectives, to ensure sales metrics are met and expectations exceeded
• Continually shape, support and review distributor performance against annual business & marketing plans
• Collaborate with product management, merchandising, and marketing teams to align pricing, promotional, and merchandising strategies with sales goals.
• Prepare presentations and proposals, and negotiate sales contracts
• Proactively identify and resolve customer concerns
• Manage Goods flow through the channel
• Coordinate and monitor Petmate Dealer and Distributor programs
• Identify sales opportunities that require additional support, resources, or strategic initiatives to drive growth.
• Represent the company at trade exhibitions, events, demonstrations and seminars
• Meet Company sales goals (monthly, quarterly and / annually) as established.
• Meet Company EBITDA goals.

• Achieve MBO’s
• Manage and adjust international pricing strategies (Euro-based) and forecast sales performance, adjusting targets as needed.
• Ensure sales pipeline is filled with opportunities at various stages of the sales cycle
• Continuously assess regional performance, comparing actual results against established targets and expectations.
• Report on key sales metrics
• Manage day-to-day sales
• Represent the requirements of the customer to the internal organization
• Feeds information on future buying trends to colleagues in Marketing, Product Development and Purchasing
• Gathers market, competitor and customer data while executing product and marketing strategy
• Communicates new product/service opportunities and special developments to key stakeholders within the company.

Occasional Functions:

• Evaluate potential manufacturing and distribution partnerships or opportunities in Europe to support sales objectives.
• Assists with international / European aspects of mergers and acquisitions (due diligence, integration, etc.)
• Attends regional and international trade shows.
• Manage relationships with logistics partners in Europe, ensuring efficient and cost-effective distribution solutions.
• Conference call with other offices and/or organizations.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience: 

• Bachelor's degree (B.A.) or 5-7 years of relevant experience in international sales, channel management, or a related field.

Skills and Competencies:

• Multilingual skills are a plus (preferably German and French); fluency in spoken and written English is required.
• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages.  
• Strong sales, customer service, and consultative sales skills.
• Ability to analyze sales data, identify trends, and use market insights to inform decision-making.
• Market aware and commercially focused
• A natural communicator developing relationships internally and externally
• Facility with the Microsoft Office suite of products, in particular Excel
• Ability to interpret Balance Sheets and Profit and Loss Accounts
• An understanding of Petmate’s ethics and culture, and how this has shaped its brand values
• Passionate, determined and resourceful
• The ability to persuade and influence others
• Competence in the development and delivery of presentations
• The talent to create, compose, and edit compelling written materials
• Knowledge of Advertising and Sales Promotion techniques
• Familiarity with cultural differences and legal considerations related to international sales and operations.
• Attention to detail and a willingness to dig down into details while retaining a sense of the broader picture are essential

Travel Requirement:

• Significant travel throughout Europe is required (estimated 30%). This also includes travel to the Arlington, TX office for special meetings and follow-ups. A valid passport is essential.

Physical Demands: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to sit, reach with hands and arms, and communicate effectively.
• Occasionally required to stand and walk.
• Must occasionally lift and/or move up to 25 pounds.
• Specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The noise level in the work environment is typically light to moderate.

Petmate is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by law.