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Role Description

The National Account Manager Club Channel is the commercial and strategic leader for Jel Sert of the Club channel. This role has ownership of Costco, Sam’s, and BJs and a mandate to aggressively grow and scale the club business through innovation-led expansion. This role is responsible for building the long-term Club growth strategy, penetrating priority categories, and establishing the company as a best-in-class innovation partner with Club retailers.

End-to-end management requires ownership of business development, category expansion, and cross-functional execution while acting as the internal authority on how to win at Club. Success requires bold thinking, disciplined execution, and the ability to influence the organization at a senior level.

Essential Duties and Responsibilities

• Lead innovation and business development plans for the Club channel, separately targeting Costco, Sam’s & BJs as growth engines.
• Identify and help develop new item platforms in which brands flourish, including relevant pack formats, flavors, and price points designed specifically with Club shoppers in mind.
• Coordinate exclusivity efforts as well as market pricing comparisons prioritizing distinct interaction with the club channel.
• Lead process of end-to-end commercialization—from concept to sell-in to national scale.
• Secure and foster direct relationships with all Club buyers and senior level merchandising in North America.
• Proactively bring disruptive, insight-led ideas to Club buyers that drive category growth & differentiate the retailer.
• Build multi-year innovation roadmaps aligned to Club retailer’s strategic priorities and shopper expectations (Jel Sert & customer focus).
• Establish the role of the Club channel within the company’s broader portfolio and growth plans. Offer advocacy and highlight opportunity on behalf of the customer channel.
• Set clear strategic priorities for assortment, pricing architecture, pack strategy, and promotion.
• Creatively plan member-focused support tactics for in-Club item rotations & roadshows.
• Serve as the internal owner of “how we win at Club,” shaping decision-making across the organization.
• Manage all interaction with brokers and hold the team accountable.
• Lead line reviews, innovation reviews, and long-range planning discussions.
• Aggressively target meaningful Private Brand opportunities to access scale and relevance at Club.
• Drive white-space penetration through new items, adjacencies, seasonal programs & regional tests.
• Drive appropriate ecommerce penetration at each Club retailer, understanding unique KPIs.
• Synergize ad agency scope of work & budget with Club RMGs + Instacart, etc.
• Deliver revenue, margin, and volume targets with future scale and innovation in mind.
• Lead pricing, cost, and trade strategy with a long-term growth mindset.
• Partner with Finance to build and evaluate business cases for new platforms and investments.
• Lead and align Marketing, Innovation, Category Management, Supply Chain, and Operations around Club priorities.
• Influence packaging, capacity, sourcing, and commercialization decisions to meet Costco requirements.
• Regularly communicate and translate customer needs into clear internal direction and executional discipline.
• Act as the senior voice for Club at leadership and planning forums.
• Own forecasting and volume planning for Club accounts.

Qualifications

• 10+ years of progressive CPG sales experience with depth in Costco & Sam’s customer ownership.
• Proven track record of innovation-led growth and business development in Club.
• Proven track record of owning revenue delivery and profitable growth.
• Strong negotiation, customer influence, and executive presence.
• Experience with marketing levers and mindset, price pack architecture & consumer-focused projects.
• Headquarter & divisional selling experience - Costco.
• Headquarter selling experience – Sam’s & BJs.
• Proven ability in directing and managing brokers.
• Bachelor’s degree in Business, Marketing, or related field.

Knowledge, Skills and Abilities

• Builder mindset; thrives on creating new revenue streams.
• Bold, decisive, and comfortable challenging the status quo.
• Highly strategic but execution-oriented.
• Trusted internal leader and external partner.
• Effective leader and communicator across multiple organizational levels.
• Financial literacy and extensive experience with P&L management.
• Exceptional communication, negotiation, and relationship-building skills.
• Demonstrated ability to lead cross-functional teams and influence without direct authority.
• Highly proficient in MS Office (Excel, PowerPoint, & Word).

Benefits

• The minimum compensation for the National Accounts Manager Club position is $130,274 annually.
• This position is also eligible for the Sales Bonus program.
• Compensation is determined by a candidate’s experience, education, skills, training, and the internal equity within our organization.
• Regular full-time corporate employees of Jel Sert are eligible for extensive benefits programs.

Physical Demands

• Reaching: Extending hand(s) and arm(s) in any direction.
• Standing: Remaining upright on the feet, particularly for sustained periods of time.
• Walking: Moving about on foot to accomplish tasks, particularly for long distances or moving from one work site to another.
• Pushing: Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.
• Pulling: Using upper extremities to exert force in order to draw, drag, haul or tug objects in a sustained motion.
• Lifting: Raising objects from a lower to a higher position or moving objects horizontally from position to position.
• Fingering: Picking, pinching, typing or otherwise working, primarily with fingers rather than with whole hand or arm as in handling.
• Grasping: Applying pressure to an object with the fingers and palm.
• Feeling: Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.
• Talking: Expressing or exchanging ideas by means of the spoken word; those activities where detailed or important spoken instructions must be conveyed to other workers accurately, loudly, or quickly.
• Hearing: Perceiving the nature of sounds at normal speaking levels with or without correction, and having the ability to receive detailed information through oral communication, and making fine discriminations in sound.
• Repetitive motions: Making substantial movements (motions) of the wrists, hands, and/or fingers.
• Medium work: Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or up to 10 pounds of force constantly to move objects.
• The worker is required to have close visual acuity to perform activities such as preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection.

Work Environment

• Works out of a home office along with traveling up to 50% of the time.

Impact on Jel Sert Success

This job directly impacts the company’s bottom line through sales and profits.