About this role
National Account Manager – Sam's Club
Position Summary
The National Account Manager, Sam's Club is responsible for leading the strategic growth, profitability, and execution of Barcel USA's business within Sam's Club. This role serves as the primary customer-facing leader, owning all aspects of the account including customer relationships, business planning, innovation, forecasting, promotional management, and financial performance.
The ideal candidate combines strategic thinking, analytical rigor, customer leadership, and cross-functional collaboration to drive sustainable growth while positioning Barcel USA as a trusted category partner. This individual will act as the General Manager of the Sam's Club business, developing long-term growth strategies and executing annual plans that deliver profitable results.
Key Responsibilities
Customer Leadership & Business Growth
- Serve as the primary business owner and strategic lead for the Sam's Club account.
- Establish and maintain strong relationships with key decision-makers across Merchandising, Replenishment, Supply Chain, Ecommerce, Marketing, and Operations.
- Develop and execute customer-specific growth strategies that drive sales, profit, market share, and distribution expansion.
- Lead annual planning processes, line reviews, joint business planning initiatives, and customer business reviews.
- Identify and pursue opportunities for assortment expansion, category growth, and incremental distribution.
Strategic Planning & Business Ownership
- Own the Sam's Club P&L and deliver annual sales, profit, and market share objectives.
- Develop short- and long-term account strategies aligned with Barcel USA's corporate objectives.
- Create and execute annual operating plans, customer growth strategies, and sales forecasts.
- Evaluate business performance and proactively identify risks, opportunities, and corrective actions.
- Manage trade investments, promotional spending, pricing, and profitability in accordance with company guidelines.
Innovation & Portfolio Expansion
- Lead customer sell-in and commercialization of new products, seasonal programs, limited-time offers, and channel-exclusive pack configurations.
- Partner with Marketing, Category Management, Revenue Growth Management, Insights, and R&D teams to build compelling customer selling stories.
- Identify emerging trends, whitespace opportunities, and innovation platforms that support customer and company growth objectives.
- Drive successful launch and execution of innovation from concept through in-market performance.
Forecasting, Supply Chain & Execution
- Partner with Demand Planning, Supply Chain, Customer Service, and Operations to ensure product availability and service excellence.
- Lead promotional forecasting, inventory planning, and event readiness activities.
- Monitor inventory levels, replenishment trends, and forecast accuracy to minimize risk and maximize sales opportunities.
- Drive proactive communication and resolution of supply chain or inventory challenges.
Data Analytics & Business Insights
- Analyze sales performance, customer trends, promotional effectiveness, and competitive activity to identify growth opportunities.
- Translate data into actionable business recommendations and customer-facing insights.
- Utilize retailer data, syndicated data, and internal reporting tools to develop strategic recommendations.
- Create and deliver executive-level presentations and business reviews.
Cross-Functional Leadership
- Lead internal account teams and coordinate resources across Sales, Marketing, Finance, Category Management, Revenue Growth Management, Supply Chain, Operations, and Customer Service.
- Influence and align cross-functional partners to achieve customer and company objectives.
- Act as the voice of the customer internally while representing Barcel USA's strategic priorities externally.
- Foster a collaborative, solution-oriented approach that drives execution and results.
Qualifications
Required
- Bachelor's Degree in Business, Marketing, Finance, or a related field.
- Minimum of 5 years of experience in Consumer Packaged Goods (CPG) sales, account management, category management, or related commercial functions.
- Demonstrated success managing large retail or national accounts.
- Proven track record of delivering sales growth, profitability, and customer development results.
- Strong financial acumen with experience managing budgets, trade spending, and P&L performance.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Exceptional presentation, communication, negotiation, and influencing skills.
- Strong analytical mindset with the ability to transform data into actionable business strategies.
Preferred
- Direct Sam's Club, Walmart, Club Channel, or Warehouse Retail experience.
- Experience with customer and syndicated data platforms (Circana, NielsenIQ, Walmart/Sam's reporting tools, Madrid etc.).
- Experience leading innovation launches and assortment expansions.
- Experience managing joint business planning processes.
Success Factors
The ideal candidate:
- Thinks and acts like a business owner.
- Builds trusted partnerships with customers and internal stakeholders.
- Balances strategic thinking with flawless execution.
- Uses data and insights to influence decisions and create growth opportunities.
- Thrives in a fast-paced, entrepreneurial environment.
- Demonstrates resilience, accountability, and a growth mindset.
- Passionately champions Barcel USA brands while delivering best-in-class customer service.
Barcel USA LLC is an equal opportunity employer with a policy that provides equal employment opportunity for applicants and employees regardless of race, color, religion, disability, gender, age, national origin, sexual orientation, gender identity, marital status, pregnancy, veteran status, or any other classification protected by law. This policy applies to all aspects of employment, including recruitment, hiring, promotion, compensation, reassignment, layoff, discharge, education, training, and all other working conditions.
We believe diversity drives innovation and success. We proudly welcome applications from individuals with disabilities, veterans, and women, and are committed to creating an environment where everyone can thrive.