National Account Manager, Sam's Club

The National Account Manager, Sam’s Club is responsible for maximizing long-term brand growth while delivering short-term volume, net sales, and profit objectives.This role owns the total Sam’s Club business and serves as the primary customer contact, maintaining senior-level relationships and leading all aspects of customer strategy, negotiations, and execution.

The NAM is accountable for communicating and implementing national initiatives and standards across internal cross-functional teams—including Supply Chain, Inventory, Marketing, Promo Planning, Finance, and third-party partners—while ensuring customer needs are clearly understood and addressed across the organization.

What You’ll Do:

Sales, Volume & Financial Management

• Meet or exceed assigned sales, volume, and profit objectives

• Accountable for Sam’s Club P&L, including forecasting, trade spend, and expense management

• Manage BDF and promotional investments to deliver forecasted results while remaining within budget and policy guidelines

• Forecast sales volume collaboratively with Supply Chain and Finance to ensure accurate demand planning and execution

• Evaluate profit and volume implications of pricing, promotion, and assortment decisions for both the company and the customer

Customer Strategy & Business Planning

• Develop and execute customer business plans that align short-term objectives with long-term growth strategies in partnership with the Business Development Team

• Lead joint business planning sessions, line reviews, and performance reviews with Sam’s Club

• Achieve distribution, pricing, shelving, and promotion objectives within assigned categories

• Identify growth opportunities through assortment optimization, item rotation, innovation, and whitespace analysis

Customer Relationships & Negotiations

• Build and maintain strong, long-term relationships with Sam’s Club merchandising, replenishment, and category leadership

• Lead negotiations that achieve company volume and profit goals while conforming to internal policies and standards

• Ensure customer performance meets or exceeds expectations across key merchandising fundamentals: distribution, pricing, shelf placement, and promotion

• Serve as a trusted partner by proactively bringing insights, solutions, and recommendations to the customer

Cross-Functional Leadership & Execution

• Communicate customer strategies, priorities, and needs clearly across the organization

• Lead, organize, and influence internal and external teams to ensure timely and effective execution

• Work closely with Supply Chain and Demand Planning teams to ensure forecasts are implemented and executed accurately

• Partner with Marketing and Shopper Marketing to activate national initiatives and promotional strategies

• Coordinate with third-party merchandising partners to support in-store execution

Analytics, Insights & Presentations

• Leverage internal and external data to analyze performance and identify opportunities

• Develop clear, compelling customer-facing presentations using cross-functional inputs

• Translate insights into actionable plans that drive sustainable growth and improved execution

What You’ll Need:

Experience

• 7-9 years of progressive sales or account management experience within the consumer products industry

• Current or prior experience managing Sam’s Club or Walmart strongly preferred

• Proven ability to manage forecasts, trade budgets, and customer negotiations

• Demonstrated experience leading cross-functional teams without direct authority

Education

• Bachelor’s degree in Business or a related field required

Skills & Competencies

• Strong understanding of consumer products sales, order management, and logistics

• High level of financial and analytical acumen

• Excellent negotiation, presentation, and communication skills

• Ability to balance strategic thinking with executional discipline

• Positive, competitive, and results-oriented mindset with the ability to lead teams effectively

Why join us?

We offer a competitive salary and a comprehensive benefits package designed to support your health, wealth, and well-being:

Health:

• Medical, Telemedicine, Employee Assistance Program

• Prescription (CVS Caremark), Dental (Delta Dental), Vision Services Plan

• Life Insurance, AD&D, Short & Long-Term Disability, Voluntary Benefits

Wealth:

• Performance Bonus Program, Pension Plan, 401(k) Savings & Investment Plan

• Flexible Spending Accounts, Tuition Reimbursement, Car Allowance

• Bring Your Own Device Program

Time Away:

• Paid Days Off, 13 Holidays + 5 Floating Holidays

• Vacation Buy Plan, Flex-Time Program, Remote Workplace Policy

• Parental Leave and other time-off options

Wellness & Extras:

• Well-being Program

• Benefit Hub, Employee Referral Program, Internal Career Development

• Service Recognition, BIC Scholarship

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.