Account Manager, Club

About the role

Grüns is one of the fastest-growing brands in the Club channel, and the business is scaling fast. We have active items in the market, new launches in flight, and a third Club retailer on the horizon. We need someone who can own the full channel, not just manage it. This isn't a maintenance role. It's a high-stakes, high-visibility seat for someone who wants to run a major retail channel like they built it themselves.

In this role, you will:

• Own the full Costco business across the ü Snacks portfolio (including Grüns Adult, Kid’s, and more!). Forecasting, program execution, sell-through management, buyer relationships.
• Drive trial and awareness through development and execution of a multi-faceted promotional strategy inclusive of demos, MVM’s, displays in warehouse and .COM, and more.
• Define the Go-To-Market strategy for launch with BJ’s. Establish buyer relationships at HQ, lock assortment and placement, and execute a first-rate in-market launch targeting Q1 2027.
• Manage high performing broker teams - using their support as a multiplier, not a handoff.
• Become an indispensable strategic partner through insight-led leadership and flawless fundamentals.

We're looking for someone who:

• 4+ years of CPG sales experience with at least 2 years calling directly on Costco buyer teams. Existing buyer relationships are a plus.
• You've navigated Costco's full program toolkit: science binders, TPDs, fence events, MVMs, Costco Connection, CDS demo partnerships, and .com merchandising.
• You understand Club channel economics cold. Pack size strategy, display pallet configs, sell-through mechanics, and risk mitigation are your native language.
• You've managed a broker team and know how to get the most out of that partnership without letting them carry the relationship.
• You have a track record of launching new items, executing off-shelf programs, and driving sell-through on LTOs.
• You can build a model, a dashboard, and a buyer presentation from scratch.
• You're fluent in the numbers: GM%, CM2, cost-per-unit, margin math, and syndicated data (SPINS, Nielsen, Numerator).
• BJ's experience is a plus.

Approach to the role:

• You approach this like a business owner, not an account manager. Strategy, execution, and relationships are all yours.
• You're obsessive about what happens inside the warehouse and on the .com page. Demo conversion, content quality, and in-stock rates matter as much as the initial sell-in.
• You plan quarters ahead. Costco's fiscal year starts in September. Science reviews take 4–6 weeks. Fence submissions are 3–6 months out. You're already thinking about what's next.
• You're a natural storyteller. Velocity data and science binders become compelling narratives for buyers, not just spreadsheets.
• You're a fierce negotiator. Best fence slot, best endcap placement, best markdown terms. You push for it and you don't apologize.
• Nothing is below you. Annual business planning and sampling logistics can live in the same week.