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The National Sales Manager is responsible for driving profitable growth across the Club Channel,
with primary ownership of Costco, while developing additional national retail, B2B, and emerging
channels.
This role owns the full P&L for assigned accounts and operates at both a strategic and operational
level—balancing in-warehouse execution, e-commerce assortment, and commercial planning to
deliver sustainable growth.
Key responsibilities
Accounts & Channel Strategy
• Club Channel (Costco Focus): Develop and execute the overall Costco strategy, including
annual planning, item assortment, pricing architecture, roadshows, and special events, with
full accountability for revenue, margin, and ROI.
• Omni-Channel Planning: Manage the balance between offline (in-warehouse / roadshows)
and online (dot-com) assortment to maximize total account productivity and long-term
growth.
• Buyer & GMM Engagement: Build and maintain strong, professional relationships with Buyers
and GMMs across Club and National Retail accounts.
•  Competitive & Market Analysis: Monitor competitive dynamics (pricing, assortment,
merchandising, promotions) and adjust strategies to remain competitive while protecting
profitability.
P&L Ownership, Negotiation & Growth
• P&L Responsibility: Own the complete account P&L, managing pricing, trade spend, backend
rebates, MDF, and promotional investments to drive profitable growth.
•  Commercial Negotiation: Manage all commercial negotiations, including cost discussions,
promotional terms, and vendor agreements.
• Channel Expansion: Identify and develop new national retail, B2B, and alternative channel
opportunities that generate incremental revenue and broaden distribution.
• Forecasting & Planning: Provide accurate monthly, quarterly, and annual forecasts, including
Net Sales, Gross Margin, and promotional impact analysis.

 
Execution & Cross-Functional Collaboration
• Cross-Functional Coordination: Partner closely with Marketing, Supply Chain, Finance,
Product, and Operations teams to support product launches, inventory flow, promotions, and
demand planning.
• Product & Portfolio Expertise: Maintain strong knowledge of product roadmaps, feature sets,
and value propositions to support assortment decisions and launch execution.
• Performance Analysis: Track and analyze sell-in, sell-through, and profitability metrics,
translating insights into clear actions to improve account performance.
• Operational Execution: Manage day-to-day account execution, including item setup,
roadshow planning, inventory coordination, and post-event performance reviews.