Key Account Manager - Sam's Club
About The Position
The Key Account Manager is the single owner of the company’s retail and club business with Sam’s Club. The role is responsible for growing account sales, distribution, and profit by building the annual plan, selling in new items and promotions, managing the trade budget, and maintaining product availability and shelf presence. The position is remote, but candidates must live in the Bentonville, Arkansas region. The role works closely with Sam’s Club buyers, category managers, and planners, as well as internal Marketing, Finance, Innovation, Supply Chain, Demand Planning, and field sales teams. Existing Sam’s Club relationship or business knowledge is preferred, and prior experience with Sam’s Club is required.
Requirements
- At least 4 years of experience in CPG sales, account management, or category management, with direct responsibility for a national retail account.
- Prior experience with Sam’s Club.
- Experience building account plans, managing a trade budget, and negotiating promotions.
- Working knowledge of retailer data and tools such as Retail Link or Partners Online, and syndicated data such as Circana/IRI or Nielsen.
- Strong Excel and presentation skills, with the ability to turn data into clear recommendations.
- Clear communication skills and confidence holding productive conversations with buyers.
- Bachelor’s degree in Business, Marketing, or a related field.
- Must live in the Bentonville, Arkansas region.
Nice To Haves
- An existing relationship with, or internal knowledge of, Sam’s Club retail business.
- Experience in food, beverage, or pet, or with a fast-growing brand.
- Experience with new item launches and line reviews.
- Willingness to travel to retailer headquarters and to field and trade events.
Responsibilities
- Build an annual account business plan with sales, distribution, share, and profit goals.
- Build and maintain relationships with retailer buyers, category managers, and planners.
- Lead regular business reviews and provide category insights to support retailer growth.
- Sell in new items, line extensions, and range expansions, including presenting at line reviews and category resets.
- Manage pack-size and multipack strategy, member value, limited item counts, and rotating promotions.
- Win and defend shelf space, secondary placements, end caps, and displays.
- Manage item setup, cost, and pricing submissions according to retailer timelines.
- Manage the account trade budget and promotional calendar, tracking spend against plan.
- Negotiate promotions, price points, and funding to deliver profitable volume.
- Review promotion results and shift spending toward effective events.
- Work with Supply Chain and Demand Planning on forecasts, shipment plans, and in-stock levels.
- Resolve out-of-stocks, order shortages, deductions, and compliance fines quickly.
- Use retailer portal and syndicated data to track sales, velocity, share, in-stock levels, and promotional lift.
- Report weekly and monthly performance to leadership and recommend actions to address gaps.
- Partner with Marketing, Finance, Innovation, Supply Chain, and field sales to align plans and launches.
- Share retailer feedback internally so the business can respond to account needs.
Benefits
- Comprehensive medical, dental, and vision benefits.
- Savings plans.
- 401(k) savings plan with a company match.
- Flexible PTO plan, sick time, and paid holidays.
- Monthly stipend for company products and gear.
- Access to RAW Athletic Clubs in Port St. Lucie and Stuart, Florida, for local or hybrid employees.
- Annual bonus.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
