Key Account Manager - Sam's Club

Role Summary

We are looking to add a Key Account Manager to be the single owner of our retail/club business with Sam's Club. You will grow sales, distribution, and profit at the account by building the annual plan, selling in new items and promotions, managing the trade budget, and keeping product in stock and on shelf. An existing relationship with, or internal knowledge of, Sam's Club retail business is preferred. This role is remote, but candidates must live in the Bentonville, Arkansas region.

Key Responsibilities

Account Strategy and Relationship

• Build the annual business plan for your account, with sales, distribution, share, and profit goals.
• Build and maintain relationships with the buyers, category managers, and planners at your retailer.
• Lead regular business reviews and bring category insights that help the retailer grow, not only our brands.

Selling and Distribution

• 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, rotating promotions, etc.
• Win and defend shelf space, secondary placements, end caps, and displays.
• Manage item setup, cost, and pricing submissions on the retailer's required timelines.

Trade and Promotions

• Manage the account's trade budget and promotional calendar, tracking spend against plan.
• Negotiate promotions, price points, and funding that deliver profitable volume.
• Review promotion results, and shift spend toward events that perform.

Forecasting and Supply

• Work with Supply Chain and Demand Planning on forecasts, shipment plans, and in-stock levels.
• Resolve issues quickly, including out-of-stocks, order shortages, deductions, and compliance fines.

Analytics and Reporting

• Use retailer portal and syndicated data to track sales, velocity, share, in-stock, and promotion lift.
• Report weekly and monthly performance to leadership, with clear actions on gaps.

Cross-Functional Work

• Partner with Marketing, Finance, Innovation, Supply Chain, and field sales to align plans and launches.
• Share retailer feedback internally so the business reacts to what the account needs.

Qualifications

Required

• 4+ years in CPG sales, account management, or category management, with direct responsibility for a national retail account.
• Prior experience with the specific retailer you will cover (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, and comfort turning data into a clear recommendation.
• Clear communication and the confidence to hold productive conversations with buyers.
• Bachelor's degree in Business, Marketing, or a related field.

Preferred

• Experience in food, beverage, or pet, or in a fast-growing brand.
• Experience with new item launches and line reviews.
• Willingness to travel to retailer headquarters and to field and trade events.

Benefits & Compensation

• Compensation: The salary range is $150,000-$175,000 with annual bonus; final salary offer based on experience and skillset.
• Insurance & Wellness: Comprehensive medical, dental, and vision benefits, plus savings plans.
• Retirement Savings: Plan for your future with a 401(k) savings plan featuring a company match.
• Flexible Time Off: Take the time you need with a flex PTO plan, sick time, and paid holidays.
• Extra Perks: Monthly stipend to spend on our products and gear and access to the RAW Athletic Clubs in Port St. Lucie and Stuart, FL for our local/hybrid employees.

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