National Sales Manager - Club Channel; Costco Focus

National Sales Manager Club Channel/Costco

Location:

Seattle, WA / Bay Area / US Remote

Industry: Experience in Consumer Electronics or Robotics.

Travel:
Ability to travel 25%–30% for client meetings and events.

Language (Preferred):
Bilingual in Mandarin is highly preferred.

This position is responsible for driving profitable growth across the Club Channel, with primary ownership of Costco. The manager will also support the development of additional national retail, B2B, and emerging channel(s). This role has full P&L ownership and operates at both a strategic and hands‑on execution level, covering in‑warehouse programs, e‑commerce assortment, and commercial planning.

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.

• 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 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.

• 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.

• Experience: 10+ years in strategic sales or key account management.
• Costco Expertise (Mandatory): Proven track record of operating within the Costco channel deep understanding.

• Retirement:
  Competitive 401(k) match up to 6%.
• Paid Time Off: 15 days of PTO (Years 1–3), increasing by 1 day annually starting Year 4; 11 paid holidays plus 1 floating holiday.
• Health:
  Competitive medical, dental, and vision benefits.
• Extra:
  Additional benefits to be discussed during the interview process.