Strategic Customer Business Manager – Mass Channel Sales & Omnichannel Growth Leadership (Remote)

About brighthush – Pioneering Pet Care Innovation for Over a Century

For more than 100 years, brighthush has been guided by a simple yet powerful belief: pets make life better. This conviction fuels our relentless pursuit of innovative, trusted products that deepen the bond between pets and their families. Our diverse team of passionate professionals reimagines what pet care can be, collaborating across disciplines to improve the wellbeing of pets everywhere. At brighthush, we pride ourselves on an inclusive, flexible workplace where every employee feels supported, valued, and empowered to grow. The work you do will have a lasting impact—not just within our walls, but across the lives of millions of pets and their owners worldwide.

Why Join brighthush?

• Remote‑First Flexibility: Work from the comfort of your home office, with the freedom to choose a location that inspires you.
• Competitive Compensation & Benefits: Generous 401(k) match with immediate vesting, performance‑based bonuses, and a comprehensive health suite (medical, dental, vision, FSA, mental‑health EAP, life and disability insurance).
• Generous Paid Time Off: Up to 34 paid days off annually, plus parental, bereavement, and military leave.
• Learning & Development: Tuition reimbursement, access to industry conferences, internal mentorship programs, and a robust library of online courses.
• Career Growth: Clear pathways to senior leadership roles, cross‑functional project exposure, and the chance to shape the future of pet care.

The Role: Customer Business Manager – Mass Channel (Remote)

brighthush is seeking a driven, strategic sales professional to accelerate business growth on our Customer Development team. As the Customer Business Manager for the Mass Channel, you will be the catalyst that increases revenue, optimizes profit margins, and maximizes long‑term category volume across a high‑impact portfolio that includes two of the nation’s most influential retail partners.

This unique position bridges physical and digital retail, blending brick‑and‑mortar sales management with specialized e‑commerce leadership. You will own the omnichannel sales strategy for one major partner while simultaneously steering the e‑commerce strategy for another, working hand‑in‑hand with their respective Customer Development teams.

Key Responsibilities

• Strategic Account Management & Planning
  • Achieve and exceed sales and profit targets across all assigned categories while responsibly managing approved trade‑spend budgets.
  • Design, execute, and continuously refine annual business plans for both retail partners, aligning objectives with broader corporate goals.
  • Partner with retail buyers to secure premium shelf placement, high‑impact promotional space, and optimal assortment strategies.
  • Translate account strategies, target goals, and brand guidelines into clear, actionable plans for internal stakeholders.
  • Craft persuasive, data‑driven selling stories for category reviews, unlocking new distribution opportunities and incremental business.
  • Represent brighthush as a brand ambassador at industry trade shows, customer events, and corporate marketing meetings.
• E‑Commerce & Digital Operations
  • Own the end‑to‑end digital business for both partners, including item set‑up, content maintenance, sales analysis, reporting, and inventory availability.
  • Monitor digital point‑of‑sale (POS) data, lead online promotional event management, and optimize conversion rates.
  • Collaborate with internal creative, merchandising, and supply‑chain teams to ensure high‑converting online content and seamless item launches.
• Data Analysis, Forecasting & Insight Generation
  • Analyze POS and e‑commerce data to identify trends, gaps, and growth opportunities.
  • Develop accurate sales forecasts, track performance against targets, and adjust tactics in real time.
  • Leverage consumer, product, and market insights to influence category strategy and product innovation.
• Cross‑Functional Collaboration
  • Partner with Marketing, Trade Marketing, Finance, Supply Chain, and Product Development to ensure alignment on promotions, pricing, and inventory planning.
  • Serve as the primary liaison between the retail partners and internal teams, ensuring seamless communication and execution.
• Operational Excellence
  • Maintain meticulous records of contracts, pricing agreements, and promotional calendars.
  • Ensure compliance with all partner policies, legal requirements, and internal standards.
  • Continuously seek process improvements that enhance efficiency, accuracy, and speed to market.

Essential Qualifications

• Bachelor’s degree in Business, Marketing, Supply Chain, or a related field (or equivalent professional experience).
• 5+ years of proven experience in key‑account management, preferably within mass‑channel retail or consumer packaged goods (CPG).
• Demonstrated success driving both brick‑and‑mortar and e‑commerce sales growth for large retail partners.
• Strong analytical skills with proficiency in Excel, SQL, or data‑visualization tools (e.g., Tableau, Power BI).
• Excellent communication and presentation abilities; comfortable influencing senior stakeholders.
• Self‑starter with a remote‑work mindset—highly organized, disciplined, and capable of managing multiple priorities.
• Willingness to travel up to 15% of the time for partner meetings, trade shows, and internal events (travel can be combined with remote work).

Preferred Qualifications

• MBA or advanced degree in a relevant discipline.
• Experience working directly with the two major retail partners mentioned above (now referred to as brighthush partners).
• Familiarity with e‑commerce platforms such as Amazon Vendor Central, Walmart Marketplace, or similar.
• Certification in data analytics (e.g., Google Data Analytics, Certified Business Analyst).
• Track record of leading cross‑functional projects that resulted in measurable revenue uplift.

Core Skills & Competencies

• Strategic Thinking: Ability to see the big picture while drilling down into tactical execution.
• Negotiation & Influence: Skilled at securing favorable terms, shelf space, and promotional opportunities.
• Digital Acumen: Understanding of online retail ecosystems, SEO, content optimization, and conversion rate optimization.
• Data‑Driven Decision Making: Comfort turning raw data into actionable insights.
• Collaboration: Proven ability to work across functions and geographies, fostering a culture of shared success.
• Adaptability: Thrive in a fast‑changing environment, quickly pivoting strategies based on market shifts.
• Customer‑Centric Mindset: Deep empathy for partner needs and a relentless focus on delivering value.

Career Growth & Learning Opportunities at brighthush

At brighthush, your career trajectory is limited only by your ambition. As a Customer Business Manager, you will gain exposure to:

• Executive leadership through quarterly business reviews and strategic planning sessions.
• Cross‑functional mentorship programs that pair you with senior leaders in Marketing, Product Development, and Supply Chain.
• Opportunities to lead high‑visibility, multi‑market initiatives that shape the future of pet‑care retail.
• Access to a dedicated Learning & Development budget for certifications, conferences, and advanced coursework.
• A clear pathway to senior roles such as Director of National Accounts, Head of Omnichannel Strategy, or Vice President of Sales.

Work Environment & Culture

brighthush fosters a culture built on collaboration, curiosity, and compassion. Our remote‑first model is supported by:

• Regular virtual “coffee chats,” team‑building activities, and all‑hands meetings that keep the community connected.
• An inclusive environment where diverse perspectives are celebrated and every voice is heard.
• Well‑being resources, including mental‑health counseling, fitness stipends, and ergonomic home‑office allowances.
• A commitment to sustainability and social responsibility, with initiatives that give back to animal shelters and pet‑related charities.

Compensation, Perks & Benefits (General Overview)

• Base Salary: Competitive market‑aligned compensation.
• Performance Bonus: Quarterly incentives tied to individual and team targets.
• Retirement Savings: 401(k) with generous company match and immediate vesting.
• Health & Wellness: Comprehensive medical, dental, vision, and mental‑health coverage.
• Paid Time Off: Up to 34 days annually, plus additional leave for parental, bereavement, and military service.
• Learning Benefits: Tuition reimbursement, certification funding, and a subscription to leading industry publications.
• Technology Stipend: Home‑office equipment allowance and high‑speed internet reimbursement.
• Employee Discounts: Exclusive discounts on brighthush pet‑care products for you and your family.

Ready to Shape the Future of Pet Care?

If you are a strategic, data‑savvy sales leader who thrives at the intersection of physical retail and digital commerce, brighthush wants to hear from you. Join us in driving growth, delighting partners, and enriching the lives of pets everywhere. Apply today and become a pivotal part of a legacy that has been improving pet wellbeing for over a century.