National Account Manager - Sam's Club & BJ's

The National Account Manager, Sam’s Club & BJ’s at Liquid I.V. will lead customer strategy, manage negotiations, build relationships, and oversee sales performance for key accounts within the club channels, focusing on driving topline sales, profit, and market share.

Location: Remote (US)

Salary: $116,100 - $174,100 annually

Responsibilities

• Own full P&L delivery across Sam’s & BJ’s accounts, including revenue, share, and gross margin.
• Translate company strategy into clear customer-specific plans that define where to play and how to win.
• Develop 1–3 year account strategies aligned to both customer priorities and brand growth objectives.
• Lead all customer-facing strategy, including line reviews, joint business planning, and category development.
• Build and maintain strong, multi-level relationships across the customer organization.
• Establish and lead a consistent operating cadence with buyer.
• Own all key customer interactions, including weekly buyer communication and senior leadership engagement.
• Own the bottoms-up forecast across all items, promotions, and events with full accountability for accuracy.
• Identify risks and opportunities early, communicating clear action plans to address gaps.
• Manage trade investment with discipline, ensuring strong ROI and alignment to growth and margin targets.
• Maintain a deep understanding of business performance, including consumption, pricing, and promotional impact.
• Lead cross-functional teams (supply chain, marketing, finance) to ensure flawless execution.
• Proactively manage inventory, in-stocks, and service levels, owning outcomes delivered to the customer.
• Drive alignment across functions to support launches, promotions, and item transitions.
• Identify and resolve operational risks before they impact the business.
• Leverage data and insights to identify opportunities across assortment, pricing, and promotion.
• Lead innovation sell-in and category growth initiatives.
• Continuously evaluate performance and adjust strategy to drive incremental growth.
• Apply test-and-learn thinking to unlock new opportunities.

Requirements

• Bachelor’s degree in business or related field.
• 5 - 8+ Years in selling CPG with in a National Account.
• Previous experience with Sam’s Club or BJ’s preferred.
• Knowledge of Consumer-packaged goods industry.
• Growth mindset professionally and personally, one that values personal development.
• Action oriented with a can-do, positive attitude, inspiring others to adopt a winning attitude.
• Proven ability to establish, develop, and maintain customer relationships.
• Ability to interpret syndicated data and applications such as IRI, Neilsen or SPINS a plus.
• Experience with Madrid preferred.
• Track record of success in meeting or exceeding targets.
• Proven ability to drive the sales process from plan to close.
• Proven ability to position products against competitors.
• Excellent listening, negotiation and presentations skills.
• Excellent verbal and written communications skills.

Benefits

• 100% company-paid medical, dental and vision insurance for employees.
• A 401k plan with company match, short and long-term disability coverage.
• A generous PTO and sick policy that includes 13+ paid annual holidays.
• Wellness classes (fitness, mental health, nutrition, finance, etc.).
• An Employee Assistance Program, including membership for guided meditation for all employees.
• Monthly tech and wellness reimbursement.
• An infinite supply of Liquid I.V. for endless hydration!

Additional Information

• This job description indicates in general the nature and levels of work, knowledge, skills, abilities and other essential functions expected of the role. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision.
• Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to the company’s mission, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Liquid I.V.
• We are committed to building an inclusive culture of belonging that not only embraces the diversity of our people but also reflects the diversity of the communities in which we work and the customers we serve. We know that the happiest and highest performing teams include people with diverse perspectives that encourage new ways of solving problems, so we strive to attract and develop talent from all backgrounds and create workplaces where everyone feels seen, heard, and empowered to bring their full, authentic selves to work.
• Liquid I.V. is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.