National Account Manager-DTC

📌 Core Information

🔹 Job Title: National Account Manager - DTC

🔹 Company: Redbarn Pet Products

🔹 Location: Long Beach, CA

🔹 Job Type: Full-time, Hybrid

🔹 Category: Sales & Marketing

🔹 Date Posted: April 4, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: On-site/Hybrid

🚀 Job Overview

Key aspects of this role include:

• Driving accelerated, profitable growth across Redbarn and Pawstruck’s DTC Shopify websites
• Collaborating with cross-functional teams to optimize customer experience and meet sales objectives
• Managing P&L, sales planning, and budgeting for DTC channels
• Leveraging data and analytics to inform decision-making and maximize market share
• Partnering with external agencies and internal teams to execute advertising, operations, and promotions

ASSUMPTION: This role requires a strategic mindset, strong analytical skills, and the ability to work effectively with various teams to drive growth and optimize performance across DTC platforms.

📋 Key Responsibilities

✅ Oversee category/brand-specific P&L for DTC to ensure profitable and sustainable growth while meeting top and bottom-line objectives

✅ Assist in defining the vision and marketing strategy for Redbarn’s DTC business to drive customer acquisition and retention

✅ Lead all aspects of DTC growth over the next 3-5 years

✅ Plan and manage product listings, launches, pricing changes, product feeds, CRM, and promotional activities. Monitor performance and adjust strategies as needed

✅ Ensure fulfillment processes meet consumer expectations for delivery times and recommend scaling options when necessary

✅ Work with the customer service team to understand and resolve customer inquiries

✅ Continuously optimize the website experience to improve engagement and conversion in partnership with external agencies and tools

✅ Own the data strategy for DTC using tools such as Google Analytics and Power BI to track key performance metrics

✅ Develop and implement SEO and SEM initiatives with the Technical Product Manager to drive traffic and sales

✅ Build, execute, and review annual sales plans, GTMs, and budgets with weekly performance reviews against objectives

✅ Track portfolio, category, brand, sub-brand, and SKU-level performance against monthly goals. Work with digital teams and agencies to optimize performance

✅ Leverage data to maximize market share, sales, and profits

✅ Collaborate with other National Account Managers and internal teams to drive efficiencies across the digital business

✅ Align with Brand Managers, Account Managers, and Sales Leads on pricing strategies and exclusives for the digital channel

✅ Partner with Performance Marketing to develop, manage, and execute promotional campaigns that meet internal KPIs and customer expectations

✅ Work with the Brand and Creative teams to create and maintain a content calendar ensuring the best-in-class consumer experience across all platforms

✅ Develop and maintain customer accounts through implementation of the overall marketing plan and relationship management

✅ Build key seasonal programs, forecast volumes, and work with internal teams to ensure successful execution

✅ Understand and execute the forecasting process to maintain optimal coverage levels. Collaborate with Redbarn’s Supply Chain & Order Management to improve forecasting accuracy

✅ Be the internal expert on all platform changes, policies, and best practices

✅ Assist the VP of eCommerce in preparing reports, presentations, and store analysis

ASSUMPTION: This role requires a high level of autonomy and the ability to manage multiple projects and stakeholders simultaneously. Strong organizational skills and the ability to prioritize tasks effectively are essential for success in this position.

🎯 Required Qualifications

Education: Bachelor’s degree in a related field or equivalent experience

Experience: 5+ years of hands-on Shopify experience with a focus on accelerated sales growth, 5+ years of experience managing multiple DTC brands, 7+ years of direct experience in sales and/or channel marketing within consumer goods, strong track record of leading sales planning, budgeting, and managing P&L

Required Skills:

• Excellent verbal, written communication, and presentation skills
• Strong proficiency in Excel, including VLOOKUP, XLOOKUP, SUMIFS, and other functions
• Experience with Google Analytics, Power BI, and eCommerce platforms (SEO, SEM, Shopify plugins, etc.)
• Strong understanding of inbound traffic drivers like Google, Meta, and Social
• Strong problem-solving and critical thinking abilities
• Ability to collaborate across teams, including marketing, sales, media, agency, and finance
• Experience with Category Management and Digital Omnichannel strategies
• Demonstrated ability to optimize marketing initiatives to drive growth and deliver measurable results
• High levels of integrity, self-motivation, and collaboration

Preferred Skills:

• 5+ years of hands-on Shopify experience with a proven record of driving sales growth
• 7+ years of experience in DTC and channel marketing in consumer goods
• Strong expertise in eCommerce performance metrics and trade media
• Ability to create new business opportunities and overcome complex challenges
• Advanced analytical and technical skills

ASSUMPTION: Candidates with a strong background in eCommerce, DTC sales, and marketing, as well as a proven track record of driving growth and optimizing performance, are most likely to succeed in this role.

💰 Compensation & Benefits

Salary Range: $100,000 - $115,000 annually (based on industry standards for the role, experience level, and location)

Benefits:

• Competitive salary
• Comprehensive health, dental, and vision insurance
• 401(k) plan with company matching
• Flexible/Health Spending Accounts
• Voluntary Benefits
• Pet Insurance
• Life and Accidental Death & Dismemberment Insurance
• Paid Vacation / Paid Sick
• Professional Development Opportunities
• Hybrid work schedule
• Employee Pet Food Discounts
• Complimentary Office Snacks

Working Hours: Full-time, Hybrid (specific office schedule may vary)

ASSUMPTION: The salary range provided is an estimate based on industry standards for a National Account Manager role in the consumer goods industry, with a focus on eCommerce and DTC sales. Actual compensation may vary based on the candidate's experience and qualifications.

📌 Applicant Insights

🔍 Company Context

Industry: Redbarn Pet Products is a manufacturing company specializing in premium pet food, treats, and chews. They operate in the competitive and growing pet industry, focusing on quality, innovation, and customer satisfaction.

Company Size: Redbarn Pet Products is a mid-sized company with 201-500 employees, providing a structured yet agile work environment that encourages growth and collaboration.

Founded: Redbarn Pet Products was founded in 1996 by co-founders Jeff and Howie, who remain committed to keeping the business family-owned. The company has grown from a small kitchen operation to a successful manufacturer with a team of over 500 employees.

Company Description:

• Redbarn Pet Products is dedicated to providing high-quality, innovative pet food, treats, and chews at competitive prices while conducting business with integrity and respect
• The company aims to provide products and information to help customers make educated, nutritious decisions for their pets and maintains the highest standards of quality assurance to ensure safe, reliable products every day
• Redbarn Pet Products is committed to its company values: family, history, integrity, and quality

Company Specialties:

• Dog Treats
• Food for Dogs
• Food for Cats
• Cat Treats
• Natural Pet Food
• Natural Pet Treats

Company Website: https://www.redbarn.com/

ASSUMPTION: Redbarn Pet Products is a well-established company in the pet industry with a strong focus on quality, innovation, and customer satisfaction. Their family-owned roots contribute to a unique company culture that values integrity, history, and family.

📊 Role Analysis

Career Level: This role is at the senior level, requiring a high degree of autonomy, strategic thinking, and the ability to manage multiple projects and stakeholders

Reporting Structure: The National Account Manager - DTC reports directly to the Vice President of eCommerce & Digital Experience and collaborates with various internal teams and external agencies

Work Arrangement: This is a hybrid role, with a combination of on-site and remote work. The specific office schedule may vary

Growth Opportunities:

• As Redbarn Pet Products continues to grow and expand its DTC presence, there are opportunities for the National Account Manager - DTC to take on additional responsibilities and advance their career within the company
• This role provides exposure to various aspects of the business, allowing the incumbent to develop a broad understanding of the company's operations and contribute to its overall success
• Strong performance in this role may lead to opportunities to manage teams or take on additional leadership responsibilities

ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to make a tangible impact on the company's DTC business and contribute to its overall success.

🌍 Location & Work Environment

Office Type: Redbarn Pet Products has a hybrid work environment, with a combination of on-site and remote work options

Office Location(s): Long Beach, CA (3229 E. Spring St. STE 310) and Great Bend, KS (30 SE 10 Road)

Geographic Context:

• Long Beach, CA, is a coastal city in Southern California with a population of approximately 465,000 people
• The city offers a mix of urban and suburban living, with a diverse range of neighborhoods and communities
• Long Beach has a Mediterranean climate, with mild winters and warm summers, making it an attractive place to live and work

Work Schedule: The specific office schedule for this hybrid role may vary, but generally, employees can expect to work a combination of on-site and remote hours

ASSUMPTION: The hybrid work environment at Redbarn Pet Products offers employees the flexibility to balance their work and personal lives while still maintaining a strong connection to the company and its culture.

💼 Interview & Application Insights

Typical Process:

• Online application and resume submission
• Phone or video screening with the HR team
• In-depth behavioral and technical interviews with the hiring manager and other team members
• Final interview with the Vice President of eCommerce & Digital Experience
• Background check and offer extension

Key Assessment Areas:

• Problem-solving and critical thinking skills
• Analytical skills and data-driven decision-making
• Strategic thinking and planning
• Collaboration and communication skills
• Industry knowledge and eCommerce expertise

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Demonstrate your understanding of the pet industry, eCommerce, and DTC sales in your application materials
• Prepare for behavioral and technical interview questions by reflecting on your past experiences and accomplishments
• Research Redbarn Pet Products and the pet industry to show your enthusiasm and knowledge of the company and its market
• Follow up with the HR team or hiring manager after your interview to express your interest in the role and reiterate your qualifications

ATS Keywords: National Account Manager, DTC, eCommerce, Shopify, P&L, Sales Planning, Budgeting, SEO, SEM, Data Strategy, Google Analytics, Power BI, Retail, Consumer Goods

ASSUMPTION: The interview process for this role will focus on assessing the candidate's problem-solving skills, analytical abilities, and strategic thinking, as well as their cultural fit with Redbarn Pet Products and the pet industry.

🛠️ Tools & Technologies

• Shopify
• Google Analytics
• Power BI
• Excel (VLOOKUP, XLOOKUP, SUMIFS, etc.)
• eCommerce platforms (SEO, SEM, etc.)
• CRM software
• Project management tools

ASSUMPTION: Proficiency in the listed tools and technologies is essential for success in this role, as they are integral to managing DTC sales, optimizing performance, and driving growth across Redbarn and Pawstruck’s Shopify websites.

👔 Cultural Fit Considerations

Company Values:

• Family: Redbarn Pet Products is a family-owned business that values its employees as an extension of its family
• History: The company is committed to preserving its history and the legacy of its founders
• Integrity: Redbarn Pet Products conducts business with integrity and respect, prioritizing honesty and ethical decision-making
• Quality: The company is dedicated to providing high-quality, innovative pet food, treats, and chews at competitive prices

Work Style:

• Collaborative: Redbarn Pet Products encourages a team-oriented work environment, with employees working together to achieve common goals
• Agile: The company is adaptable and responsive to change, allowing it to capitalize on opportunities and overcome challenges
• Data-driven: Redbarn Pet Products uses data and analytics to inform decision-making and optimize performance
• Customer-focused: The company prioritizes customer satisfaction and strives to provide products and services that meet the needs of its customers

Self-Assessment Questions:

• How do your personal values align with Redbarn Pet Products' company values, particularly in the areas of family, history, integrity, and quality?
• Are you comfortable working in a hybrid environment, balancing on-site and remote work to maintain a strong connection to the company and its culture?
• How do you approach data-driven decision-making, and can you provide an example of a time when you used data to optimize performance or drive growth in a previous role?

ASSUMPTION: Candidates who share Redbarn Pet Products' core values and are comfortable working in a hybrid environment are likely to be a strong fit for the company's culture.

⚠️ Potential Challenges

• The competitive nature of the pet industry may present challenges in driving market share and maintaining profitability
• Managing multiple DTC brands and platforms may require strong organizational skills and the ability to prioritize tasks effectively
• The hybrid work environment may present unique challenges in maintaining a strong connection to the company and its culture while still balancing work and personal life
• Keeping up with the latest eCommerce trends and technologies may require continuous learning and adaptation

ASSUMPTION: The National Account Manager - DTC role presents unique challenges that require a strategic mindset, strong analytical skills, and the ability to work effectively with various teams to drive growth and optimize performance across DTC platforms.

📈 Similar Roles Comparison

• This role is similar to other National Account Manager or DTC-focused positions in the consumer goods industry, but it is unique in its focus on driving accelerated, profitable growth across DTC Shopify websites for a family-owned pet product manufacturer
• The pet industry is competitive and dynamic, with a strong emphasis on innovation, quality, and customer satisfaction
• Career paths for this role may include advancement to leadership positions within the company or transition to other related roles in the consumer goods or eCommerce industries

ASSUMPTION: While this role shares similarities with other National Account Manager or DTC-focused positions, its unique focus on driving growth and optimizing performance for a family-owned pet product manufacturer sets it apart in the market.

📝 Sample Projects

• Developing and executing a comprehensive growth strategy for Redbarn and Pawstruck’s DTC Shopify websites, including SEO, SEM, and content marketing initiatives
• Optimizing the customer experience across DTC platforms to improve engagement, conversion, and customer satisfaction
• Managing the product lifecycle, from launch to retirement, for multiple DTC brands, ensuring optimal inventory levels and maximizing sales opportunities

ASSUMPTION: These sample projects illustrate the strategic, analytical, and collaborative nature of the National Account Manager - DTC role, requiring a strong understanding of eCommerce, DTC sales, and the pet industry to drive growth and optimize performance.

❓ Key Questions to Ask During Interview

• How does Redbarn Pet Products support the growth and development of its employees, particularly in roles like National Account Manager - DTC?
• What are the key priorities for the National Account Manager - DTC in the first 90 days, and how can I best prepare for these responsibilities?
• How does the company measure the success of its DTC platforms, and what key performance indicators (KPIs) should I focus on to drive growth and optimize performance?
• What are the most significant challenges facing the DTC business, and how can I contribute to overcoming these obstacles in this role?
• How does Redbarn Pet Products foster a collaborative and inclusive work environment, and what steps does the company take to promote diversity, equity, and inclusion?

ASSUMPTION: Asking thoughtful, insightful questions during the interview process demonstrates your interest in the role and commitment to understanding the company's culture and priorities.

📝 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare for behavioral and technical interview questions by reflecting on your past experiences and accomplishments
• Research Redbarn Pet Products and the pet industry to show your enthusiasm and knowledge of the company and its market
• Follow up with the HR team or hiring manager after your interview to express your interest in the role and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.