National Channel Sales Manager

Job Title: National Sales Manager Club Channel/Costco

Location: Seattle, WA / Bay Area / US Remote

Job Duration: Full Time / Permanent

• Experience: 5+ years in strategic sales or key account management.
• Costco Expertise (Mandatory):
  Proven track record of operating within the Costco channel deep understanding.
• Travel:
  Ability to travel 25%–30% for client meetings and events.
• Industry: Experience in Consumer Electronics or Robotics

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

• 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.

• 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.