National Account Manager, Costco

May 9, 2024

Job Overview

  • Date Posted
    May 9, 2024
  • Expiration date

Job Description

Who You Are: You are a thoughtful and strategic account manager who is hungry to forge new relationships and opportunities within Costco. You are analytical with a deep understanding of how Costco works, and you want to work in a fast-paced environment to secure new Costco regions and rotations for Once Upon A Farm. You are someone who works collaboratively with cross-functional teams with a “we”… (not “me”) mindset. One of your strengths is “reading the room” and persistent follow-up and follow-through. You are highly accountable and love bringing new ideas to the table.
The Task At Hand: The National Account Manager, Costco reports directly to the Senior Director of Sales, Alternative Channels, and oversees all sales initiatives across our national Costco business to achieve maximum penetration for Once Upon a Farm’s portfolio of items. This will entail working at strategic and tactical levels to help develop, implement, and manage programs that maximize short and long-range objectives for the company’s sales growth at Costco. This individual will work closely with the Senior Director of Sales, along with other functional leads (Marketing, Business Development, Operations, Fulfillment, Customer Service, Finance). This role will have a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Costco business. Key areas of focus will encompass leadership across a variety of fronts: account management, planning and forecasting, data analysis and reporting, new product launch, in-warehouse execution, and the ability to help drive significant rotational gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm.
In This Role, You Will:
• Drive Gross Sales
o Achieve Costco volume targets by flawlessly executing against strategic priorities
o Build an accurate forecast and ensure its implementation across Costco
• Grow Market Share and Have Expert Knowledge of Category and Competition
o Proactively communicate and develop plans for sales/share/category/competition
o Identify business opportunities and help close white space opportunities

• Increase Regional Rotations

o Define and secure new business across regions and items

o Plan and manage all merchandising activities at Costco

• Business Relationships and Communication

o Develop, foster, and maintain strong internal and customer relationships while ensuring proper communication of vital information

o Regularly update and communicate progress to management and operations

o Develop and monitor business reporting; define clear sales targets and highlight opportunities

• Data Analytics and Reporting

o Pull, analyze, and report weekly data and insights to the organization regarding Once Upon a Farm’s sales performance across each region

o Provide weekly forecast updates to the Fulfillment team and closely monitor volume shipped vs. commit

o Calculate the amount of support (TPDs, Demos) each region can afford based on commit and accrual to work with the Costco buying team on a comprehensive support plan

o As we launch new items, lead the creation of sell decks and sell sheets

o Create and maintain all Buy Docs

In This Role, You’ll Bring With You:

• The ideal applicant has around 8 years of sales experience in CPG, with around two+ years recently spent directly selling and/or providing sales support to Costco

• Bachelor’s degree preferred, or equivalent years of professional experience

• Strong planning and organizational skills along with excellent interpersonal, written/oral communication and presentation skills

• A working knowledge of how Costco rotations work and the structure of Costco rotational requirements, including the ability to create offers for new products and manage accrual spend to both Costco and Once Upon A Farm fiscal years. An understanding of how to fill out a Buy Doc is required.

• Extensive experience selling to Costco and managing Costco Buyer, Assistant Buyer, and ICS relationships. Experience selling into D17 Cooler is preferred

• Understanding of Costco’s Vendor Portals including IRI and CDS. This experience includes a high proficiency in pulling reports to glean insights for current and future rotational selling and experience in scheduling demos

• Proven success with respected consumer packaged goods company(ies) with direct Costco experience

• Genuinely passionate about improving childhood nutrition for a healthier and happier planet

• Desire to shape and pioneer Costco business for a smaller company, as well as contribute to a dynamic high-growth, purpose-driven work environment

• Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms

• Up to 35% travel required. Although this role is a remote position, we “Farmers” do meet as a company and/or as a department a few times a year. Additionally, we participate in Costco charity golf events and call on Costco in person when we can secure in-person meetings. Anticipate possible travel up to 3-5 times each quarter.

• Previous exposure to cross-functional work between Marketing, Operations, and Sales preferred

• Must reside in the United States to be considered for this position

• Please note that visa sponsorship is not available for this role


• Full-Time, Salaried, Non-Exempt

• The anticipated salary range for this position is $110,000.00 to $130,000.00. The actual salary offer will carefully consider a few factors, including your skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks.


• Remote-first work environment

• Annual Bonus

• 401(k) program + 4% company match after three months

• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance

• Auto, Cell, and Internet Stipend

• Quarterly Farm-to-Fridge home deliveries and employee discounts

• New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon A Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey

• Unlimited Paid Time Off

• Paid Volunteer Time

• Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections

• Medical Insurance for the employee covered at 100% on select plans with additional plan options at a reduced cost to the employee

• Vision and Dental Insurance covered at 100% for the employee and dependents

• Life insurance

• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans

• Employee assistance program (EAP)

• All other benefits, leaves, and insurance as required by law, based on your specific residence

• And so much more!

Who We Are

Our Purpose: Drive systemic improvement in childhood nutrition for a healthier, happier, and more equitable world.

Our Business: At Once Upon a Farm, a better story starts here. We’re on a greater mission in providing organic, crave-worthy, snacks and meals for children of all ages. Our recipes are crafted with only the best organic ingredients – whole fruits and veggies, cold-pressed (our pouches), or freshly frozen (our meals) to perfection– to support your growing kids at every stage. Each of our organic, non-GMO, non-dairy recipes contains no added sugar and are free from artificial flavors, colors, and preservatives – just simple, real, nutritious snacks your entire family will love.

We support and champion farmers who supply the highest-quality organic ingredients for our foods. We help parents keep their promise to provide the best nourishment for their children’s bodies and souls. We treat our consumers, customers, suppliers, investors, and all our valued employees with the same high level of dignity and respect that we expect from others. We will always fight for and support efforts to drive positive social change and food justice for the benefit of parents, kids, and families. Lastly, we foster an entrepreneurial and collaborative culture that values humility, honesty, passion, positive social impact, and fun.

Our Team: We’re all fully remote, which makes us a highly collaborative, dynamic, and supportive bunch. We share a singular mission to make the world a better place through the highest quality, most delicious, nourishing, and nutritious products made accessible to every home, from our farms to your fridge. And while we’re invested in our product, we’re equally invested in one another’s success.

Once Upon A Farm is a purpose-driven brand made up of an inclusive group of individuals with diverse backgrounds, passions, and beliefs. We hire self-motivated, independent thinkers, and those who are genuinely passionate about improving childhood nutrition for a healthier and happier planet. Bring your whole self to your work at Once Upon A Farm, a proud equal-opportunity employer. In your application, please feel free to note which pronouns you use.

In an effort to help us remove unconscious bias from our resume review process, we ask that you please remove all identifying information from your resume (like profile photos) before you upload it. Once Upon A Farm is committed to cultivating an inclusive environment where a diverse group of people can and want to do their best work, and that starts with our hiring practices.

Once Upon a Farm, PBC, provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, cast, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV/AIDS-related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

You must reside in the United States to be considered for this position

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