National Account Manager, Club Channel (Sam's + BJ's)

Liquid I.V.; Bentonville (AR); On-site; USD 110,000 - 167,000; Full time

Job summary

A leading company in the hydration solutions industry seeks a National Account Manager for Sam’s Club & BJ’s. This role involves managing customer strategies, driving sales, and maintaining relationships with key stakeholders. Ideal candidates are self-starters with significant experience in CPG sales and strong analytical skills.

Benefits

100% company-paid medical, dental and vision insurance

401k plan with company match

Generous PTO and sick policy

Employee Assistance Program

Monthly tech and wellness reimbursement

Infinite supply of Liquid I.V.

Qualifications

• 5 - 7+ years in selling CPG with a National Account.
• Previous experience with Sam’s Club or BJ’s preferred.
• Proven ability to establish, develop, and maintain customer relationships.

Responsibilities

• Develop and manage customer relationships with buyers.
• Own customer strategy ensuring business priorities exceed all KPIs.
• Develop, execute, & track promotional strategy with Sam’s Club & BJ’s.

Skills

Analytical skills

Negotiation skills

Communication skills

Relationship management

Strategic thinking

Education

Bachelor’s degree in business or related field

Tools

IRI

Neilsen

SPINS

Job description

National Account Manager, Club Channel (Sam's + BJ's)

US

30+ days ago Requisition ID: 1229

About Liquid I.V.
At Liquid I.V., our purpose is to elevate the vitality of people and the planet. An ambitious goal? Yes! But by playing to win, holding the bar higher, championing wellbeing, and always thinking with a pioneering mindset we can go further together to leave a lasting mark.

Our products are stocked in over 80,000 retail doors, including the world’s leading specialty, big box, and online retailers such as Costco, Walmart, Target, Amazon, and many more. In just over 10 years, our growth has been exponential. And as part of Unilever, we’re continuing the expansion of Liquid I.V. into a global brand.

We’re also passionate about cultivating solutions for equitable clean water access, a healthier planet, and thriving communities. We contribute over 1% of our company revenue to our Impact Program through which we provide partnerships and grants to organizations that expand access to clean and abundant water locally and globally. By 2026, our goal is to help ensure access to clean water for 2 million people around the world.

About our Team:

We are a world-class team of innovators and passionate changemakers, looking to develop transformative hydration solutions and make a meaningful impact on the world around us.

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.

Our team members enjoy a flexible and inclusive working environment, a highly collaborative and innovation-forward culture, generous benefits and perks that empower employees to champion their wellbeing every day, as well as an infinite supply of Liquid I.V. for extraordinary hydration.

About the role:

The National Account Manager, Sam’s Club & BJ’s (NAM) will be an active member of the LIV Sales team reporting to the Director of Sales for Club Channels. The National Account Manager will lead customer strategy for the LIV portfolio for Sam’s Club & BJ’s. You’ll manage negotiations, promotions, demanding building budget and joint business plan reviews. You’ll build & maintain relationships with buyers and internal cross-functional stakeholders. Playing a key role in the Sales team, you will oversee & be responsible for the achievement of Sam’s Club & BJ’s and the channel plan.

LIV is looking for a customer expert and sales leader who will drive topline sales, profit and share at one our largest customers within our largest channel. This person will collaborate cross-functionally, manage a large trade fund budget, develop multi-year Joint Customer Business Plans, build effective internal and external relationships and define the capability plan to deliver consumer trial, awareness and conversion. The NAM will accomplish these activities with deep consumer/shopper insights, data analysis, strategic thinking and effective communication skills. As a sales leader, this person will be expected to deliver and communicate timely and consistent business updates, customer strategies and plan achievement/status.

The ideal candidate is a self-starter who can establish and develop customer relationships, is highly analytical, results driven and eager to work in a growing, fast-paced company.

Functions and duties of this role include, but not limited to:

Develop and manage customer relationships with buyers

Own customer strategy ensuring business priorities are in line to exceed all KPIs (POS Consumption, Gross Sales, Turnover, and Gross Margin).

Develop, execute, & track promotional strategy with Sam’s Club & BJ’s (including trade budget management)

Maintain strong demo strategy managing & optimizing a large spend

Partner with Marketing team to ensure development & implementation of assortment strategy and best-in-class execution

Partner with Demand Planning to ensure Customer Service levels are met / exceeded

• Use data and consumer/shopper insights to identify key business priorities including: innovation sell in, category reviews and new item tracking
• Partner with finance team to ensure financial predictability of monthly forecasts are delivered through consumption tracking, promotion management, and pricing/product accuracy
• Overall Continuous improvement - identifying opportunities for efficiency and profitability and overall improvement in the management of category

Qualifications:

Bachelor’s degree in business or related field

5 - 7+ 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 presentation skills
• Excellent verbal and written communications skills

What We Give:

• 100% company-paid medical, dental and vision insurance for employees (PPO, HMO and Kaiser options).
• A 401k plan with company match, short and long-term disability coverage.
• A generous PTO and sick policy that includes 13+ paid annual holidays.
• 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!
• The responsibilities of this job will be handled from your home office with up to 20%-30% travel including customer visits, LIV HQ (L.A. area) visits and specific Sam’s Club events.

Candidates must be authorized to work in the United States without sponsorship.

The expected salary range for this position is $110,700 - $166,100 annually and is bonus eligible. The exact salary is determined by various factors including experience, skills, education, geographic location, internal company equity, and budget.

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.