Catherine L. Kische
Wilton,CA
Summary
Strategic National Account Manager with extensive experience driving revenue growth across national retail, distributor, and e-commerce channels within the pet industry. Proven ability to lead and scale multi-million-dollar portfolios, execute joint business planning initiatives, and influence cross-functional teams to deliver sustained, profitable growth. Recognized for building high-impact retail partnerships, including personally establishing a new national relationship with Tractor Supply and securing Hollywood Feed as a retail partner-both accounts previously unattained by the organization. Skilled in leveraging POS analytics, category insights, and customer collaboration to expand assortments, optimize promotional strategies, and exceed performance objectives.
Overview
21
21
years of professional experience
Work History
National Account Manager
Rolf C. Hagen
11.2022 - Current
- Managed strategic relationships and business performance across major accounts including Tractor Supply, PetSense, Pet Food Express, Feeders Supply, IPP, Chow Hound, Hollywood Feed, and Family Farm & Home to maximize account growth.
- Personally established and developed the Tractor Supply partnership, creating a foundational national retail growth opportunity.
- Opened Hollywood Feed as a new retail customer, expanding distribution into a previously unattained account.
- Lead strategic growth initiatives across national retail and distributor accounts while strengthening customer partnerships and expanding category presence across multiple channels.
- Achieve sales objectives through strategic assortment expansion, customer collaboration, and category trend analysis.
- Led joint business planning (JBP) initiatives to align revenue targets, promotional calendars, pricing strategies, and long-term growth plans with retail partners, enhancing collaborative efforts.
- Developed and executed customer-specific promotional strategies that generated incremental revenue and fortified long-term partnerships.
- Analyze POS data, market insights, and inventory trends to improve forecast accuracy, promotional effectiveness, and sell-through performance.
- Lead cross-functional collaboration across sales, marketing, supply chain, and leadership teams to ensure successful execution of go-to-market strategies.
- Represent and grow a portfolio of industry-leading brands including Fluval, Exo Terra, Catit, Zeus, Marina, and HARI.
Territory Manager, West
Rolf C. Hagen
03.2018 - 11.2022
- Directed sales operations across a $2M+ territory, driving revenue growth and strengthening relationships with independent and regional retail partners.
- Increased territory sales by 40% through targeted account development, strategic selling, and market expansion.
- Managed the full sales cycle including prospecting, onboarding, and account growth initiatives.
- Served as key liaison between corporate leadership and retail partners to improve communication and execution.
- Trained and mentored regional sales team members, improving consistency and performance across the territory.
- Delivered exceptional customer service, resulting in strong retention and long-term account loyalty.
Senior Manager
PTG Inc.
Elk Grove, CA
02.2005 - 03.2018
- Developed and executed category strategies and promotional initiatives to drive revenue and profitability.
- Oversaw multi-location retail operations, managing buying, staffing, merchandising, scheduling, and margin management to optimize performance.
- Led hiring, onboarding, and training initiatives while managing performance across teams to enhance overall effectiveness.
- Built and maintained strong vendor partnerships while negotiating favorable business terms.
Senior Manager
Upscale Reptiles / Sacramento Reptile Show
Elk Grove, CA
02.2005 - 03.2018
- Led operations for one of the largest reptile expos on the West Coast, overseeing logistics, staffing, and execution across 18+ annual events.
- Collaborated with executive leadership on marketing strategies that increased attendance and vendor participation.
- Managed on-site operations, customer experience, and conflict resolution.
Skills
- National Account Leadership
- Joint Business Planning (JBP)
- Retail Strategy
- Revenue Growth & P&L Ownership
- Pricing & Promotion Strategy
- Go-to-Market Strategy
- Category Management
- Demand Planning & Forecasting
- POS & Data Analytics
- Data-driven sales
- Advanced proficiency in Excel
- Power BI
- Cross-Functional Leadership
- Negotiation
- Team Leadership
- Building strategic customer partnerships
Accomplishments
- Exceeded annual sales objectives through strategic assortment expansion and data-driven sales execution
- Personally originated and developed the Tractor Supply relationship, creating a significant long-term growth channel
- Secured Hollywood Feed as a new retail partner, expanding organizational reach into a previously untapped account
- Expanded product placements across national and regional retailers, increasing category growth and brand visibility
- Grew territory sales by 40% during tenure as Territory Manager through strategic account development and market expansion
Timeline
National Account Manager
Rolf C. Hagen
11.2022 - Current
Territory Manager, West
Rolf C. Hagen
03.2018 - 11.2022
Senior Manager
PTG Inc.
02.2005 - 03.2018
Senior Manager
Upscale Reptiles / Sacramento Reptile Show
02.2005 - 03.2018