Executive Vice President, Business Development & Strategy

Executive Vice President, Business Development & Strategy (Exempt) Company Overview:

Ethos Pet Brands is the parent company of Natural Balance® and Canidae® pet brands. By joining forces under Ethos Pet Brands, these premium pet food brands strengthen their commitment to delivering the highest quality nutrition. We believe in the power of strong brands to connect with pet parents and create meaningful experiences.

Business Development is a critical growth engine for Ethos Pet Brands. The Executive Vice President, Business Development & Strategy will lead commercial growth across existing and emerging retail channels, with responsibility for new business, strategic accounts, distribution expansion, and broker partnerships.

This highly visible leadership role is focused on accelerating profitable growth, strengthening customer relationships, and expanding the company’s retail footprint.

The EVP, Business Development & Strategy will develop and execute the commercial strategy to deliver revenue, profitability, distribution, and market share growth. This leader will secure new business, lead strategic account relationships and negotiations, and oversee the broker and distributor network.

This role will report to the Chief Executive Officer, and work across Marketing, Finance, Supply Chain, Demand Planning, E-Commerce, and Customer Service to ensure strong execution and sustainable growth. The ideal candidate is a strategic, entrepreneurial commercial leader with deep retailer relationships, financial acumen, and experience building high-performing teams and external partnerships.

• Develop and execute the national sales and business development strategy, including a three-year growth plan and annual operating plans.
• Establish sales objectives, KPIs, forecasts, and performance metrics across direct and broker-managed accounts.
• Use market, customer, competitive, and shopper insights to shape channel strategies that optimize revenue, profitability, distribution, and market share.
• Serve as a strategic advisor to the Chief Executive Officer and Senior Leadership Team, providing clear updates on performance, pipeline, risks, and opportunities.

• Identify, prioritize, and secure new retail customers and distribution opportunities across existing and emerging channels.
• Maintain a disciplined new business pipeline with defined stages, probability, targets, and expected revenue contribution.
• Develop customer-specific strategies, presentations, business cases, launch plans, and value propositions in partnership with Marketing.
• Lead negotiations for listings, assortment, pricing, promotions, merchandising, distribution agreements, and contract renewals.
• Own executive relationships with key accounts and develop Joint Business Plans that support mutual growth, profitability, and long-term partnerships.
• Conduct customer business reviews, optimize account performance, and ensure internal teams and external partners deliver on commitments.

• Develop the broker and distributor strategy and lead partner selection, onboarding, development, and performance management.
• Establish clear territories, targets, KPIs, accountabilities, reporting requirements, and business plans.
• Lead broker business reviews focused on sales performance, pipeline, distribution gains, productivity, and return on investment.
• Partner with brokers on retailer strategies, Joint Business Plans, assortment expansion, and new business opportunities.
• Evaluate partner capabilities and coverage, recommend changes when needed, and negotiate commissions, performance expectations, and contractual terms.
• Ensure partners have the information, training, and tools needed to represent the Company effectively.

• Deliver annual sales, revenue, gross margin, and profitability objectives while managing trade and customer investments with financial discipline.
• Develop accurate sales forecasts with Demand Planning and the commercial analytics team and identify risks and corrective actions early.
• Analyze…