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National Account Manager / Sr. Director – Costco & BJ’s Wholesale

Location: Remote | Travel: 30–40% | Salary: $120k–$130k+ (Base)
Reports to: VP Sales / Executive Leadership

About the Opportunity

Join a dynamic, fast-growing consumer packaged goods (CPG) organization at the forefront of innovation in the snack food industry. We are seeking a highly experienced National Account Manager or Sr. Director of Sales to lead our Costco and BJ’s Wholesale business. In this role, you will be responsible for developing and executing strategic growth plans for our leading brands—Utz, Boulder Canyon, On the Border (OTB), and Zapp's—across the Club channel, with a strong emphasis on Costco and BJ’s.

The ideal candidate has direct experience managing Costco accounts (required), excels in strategic selling and data-driven decision making, and thrives in collaborative, cross-functional environments. This position offers the chance to work with a top-tier team, drive meaningful growth, and help shape the future of omnichannel sales strategies in a competitive marketplace.

Key Responsibilities

Customer & Business Development

  • Develop and execute multi-year growth strategies and annual operating plans to drive distribution, merchandising, and promotional excellence.

  • Build strategic relationships with Costco and BJ’s buyers and senior decision makers to secure new opportunities and grow existing business.

  • Serve as a category expert and trusted advisor, delivering customer-centric solutions informed by insights, data, and consumer trends.

  • Lead end-to-end client engagement, from strategy to execution, ensuring exceptional customer satisfaction and revenue performance.

  • Develop and deliver compelling sales stories, using syndicated data (Nielsen, IRI) and shopper insights to support recommendations and drive category growth.

  • Actively manage the P&L, trade spend, and revenue growth levers to ensure profitable, sustainable sales.

Team Leadership & Cross-Functional Collaboration

  • Collaborate with Finance, Marketing, Sales Ops, R&D, Logistics, and Retail teams to align on execution and share best practices.

  • Lead or participate in cross-functional projects and omnichannel initiatives, including Costco.com, digital marketing, and eCommerce activations.

  • Act as a player/coach, guiding teams through project execution while developing talent and promoting a culture of excellence.

  • Attend customer events, industry functions, and trade shows to maintain visibility and identify emerging trends.

Analytics & Reporting

  • Analyze performance metrics, CRX data, syndicated data, and shopper card data to derive actionable insights.

  • Monitor sales and distribution trends through store reviews and competitive analysis, communicating updates regularly to leadership.

  • Prepare weekly reports, forecasts, and special analyses to inform strategy and enhance execution.

Qualifications

  • 7–10+ years’ experience in CPG sales with direct account responsibility for Costco; BJ’s experience strongly preferred.

  • Proven experience with Costco D12 Buyers and deep understanding of Costco’s merchandising, replenishment, and funding processes.

  • 3+ years’ experience working with syndicated data (e.g., Nielsen, IRI) and CRM or retail analytics platforms.

  • Strong knowledge of digital marketing, eCommerce, and omnichannel retail strategies.

  • Demonstrated success in P&L management, budgeting, and forecasting.

  • Bachelor’s degree required, preferably in Business, Marketing, or related field.

  • Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook); familiarity with data visualization tools a plus.

  • Valid driver’s license and willingness to travel 30–40%.

Skills & Competencies

  • Strategic Sales Leadership: Adept at navigating complex customer organizations and influencing decision-makers to drive growth.

  • Analytical Thinking: Skilled in interpreting quantitative and qualitative data to inform and support strategic decisions.

  • Communication: Excellent interpersonal, written, and verbal communication skills; comfortable engaging senior-level stakeholders.

  • Collaboration: Strong team player who thrives in a matrixed environment; proactive in sharing insights and driving alignment.

  • Innovation Mindset: Curious, forward-thinking, and solution-oriented; seeks continuous improvement and embraces industry trends.

Our Commitment

We are dedicated to Continuous Pursuit of Excellence, delivering high-quality, delicious snacks and fostering a supportive, inclusive workplace. Our associates are at the heart of our success, and we invest in their well-being, development, and growth.

Benefits Include:

  • Medical, dental, and vision coverage

  • 401(k) with employer match

  • Profit-sharing & employee stock purchase plan

  • Paid time off, holidays, and parental leave

  • Professional growth opportunities

Equal Opportunity Employer

We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities to all individuals regardless of race, gender identity, age, religion, disability, sexual orientation, or veteran status.

Application Process

  1. Quick Online Application – Submit your resume and answer key screening questions.

  2. Chat Interview (20–25 mins) – Share your experience and how you align with our culture.

  3. Live Interview – Meet with our team and explore how you can contribute to our growth.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...