Job Title: National Account Manager – Costco & BJ’s

Location: Remote (United States)

Up to 35% travel required

Reports To: Senior Director of Sales, Alternative Channels

Who You Are

You are a strategic, data-driven sales leader with a proven track record of managing Costco and BJ’s accounts in the consumer packaged goods (CPG) industry. You thrive in a fast-paced, collaborative environment and are energized by growing brands, building long-term customer relationships, and delivering strong sales performance. You possess strong analytical acumen, excellent communication skills, and a "we before me" mindset. You’re also a self-starter, accountable, and deeply passionate about delivering value through purpose-driven work.

What You’ll Do

As the National Account Manager for Costco and BJ’s Wholesale, you will spearhead sales growth, strategic planning, and relationship management for our portfolio of brands. You will lead efforts to expand distribution, increase brand presence, and drive profitable growth across assigned regions and product categories.

Key Responsibilities

Sales Growth & Strategy

• Achieve and exceed sales volume and revenue targets through strategic account management.

• Identify and secure new regional opportunities, rotations, and item placements across Costco and BJ’s.

• Lead annual planning, forecasting, and trade investment strategy for assigned accounts.

• Manage and optimize trade spend, promotional planning, and ROI analysis.

Customer Relationship Management

• Build and maintain strong relationships with Costco and BJ’s Buyers, Assistant Buyers, and ICS teams.

• Develop tailored customer-centric solutions, sell-in presentations, and comprehensive support plans.

• Serve as the primary point of contact for account communications, updates, and conflict resolution.

Merchandising & Execution

• Oversee all merchandising activities, including demos, TPDs, and rotations, ensuring flawless execution in-warehouse.

• Create and manage Buy Docs and sell sheets for new product launches and ongoing promotions.

Data Analysis & Reporting

• Utilize syndicated data (IRI/Nielsen/CRX) to analyze performance, identify growth opportunities, and inform strategy.

• Provide weekly sales forecasts and performance reports to internal stakeholders, including Fulfillment and Operations.

• Monitor volume shipped vs. committed and manage accruals in alignment with fiscal year planning.

Cross-Functional Collaboration

• Partner with internal teams in Marketing, Business Development, Operations, Customer Service, Finance, and R&D to drive alignment and execute initiatives.

• Participate in planning and execution of digital, eCommerce, and omni-channel programs.

Qualifications

• 7+ years of CPG sales experience with a minimum of 2+ years managing Costco and/or BJ’s accounts.

• Bachelor’s degree preferred or equivalent experience.

• Strong working knowledge of Costco’s rotational programs, vendor portals, and Buy Doc process.

• Experience managing Costco D12/D17 Cooler or Salty Snacks categories is highly preferred.

• Proficiency in Microsoft Suite (Excel, PowerPoint, Outlook), Slack, and CRM systems.

• Demonstrated experience leveraging syndicated data (IRI/Nielsen) for actionable insights.

• Proven ability to manage trade spend and customer P&L to optimize performance.

• Excellent interpersonal, written, and verbal communication skills.

• Valid driver’s license; ability to travel up to 30–35% nationally.

Compensation & Benefits

• Base Salary: $110,000 – $130,000 (commensurate with experience and location)

• Annual Bonus Potential

• 401(k) with 4% company match

• Health, Vision & Dental Insurance (100% covered for employee on select plans)

• Life Insurance, FSA/HSA options, EAP support

• Remote Work Stipends (Auto, Cell, Internet)

• Farm-to-Fridge product deliveries and employee discounts

• Parental Leave: Up to 18 weeks paid + post-birth support (e.g., breast milk shipping)

• Unlimited Paid Time Off, Paid Volunteer Time, Civic Leave (voting/jury duty)

• Employee stock purchase plan, profit sharing, and more

Our Purpose

We are on a mission to improve childhood nutrition and make better, healthier food accessible to all families. Whether through wholesome snacks or a commitment to sustainable farming and social impact, our team is dedicated to making a difference.

Diversity & Inclusion

We are an equal opportunity employer committed to building an inclusive workplace. We welcome all candidates regardless of race, gender identity, sexual orientation, religion, disability, veteran status, or other legally protected status. We encourage applicants to remove identifying information (e.g., profile photos) from resumes to support unbiased recruitment.

Application Process

• Step 1: Quick Application (5 min)

• Step 2: Online Chat Interview (~25 min)

• Step 3: Live Interview with Hiring Team

Join our growing team and help drive the future of CPG sales in the club channel while making a meaningful impact on families and communities nationwide.