National Account Manager - Costco

Company Overview

Based in Rancho Cucamonga, CA. Bradshaw Home (“BH” or the “Company”) is a leading designer, marketer and wholesaler of everyday kitchen food prep and home cleaning products, selling across nine categories: Kitchen Gadgets, Cookware, Bakeware, Food Storage, Cutlery/Cutting Boards, Traditional Cleaning Tools (Mops, Brooms, Brushes), Sponges, Rubber Gloves, and Lint rollers. The Company sells its products to over 500 customers in the U.S. and Canada across the grocery, mass merchant, specialty, dollar, off-price, club and eCommerce channels. Products are brought to market under various company brands: Good Cook, Casabella, Clean Ones, Evercare, along with strong licenses: TFAL, Bialetti, Mr. Clean, Dawn and Clorox. Private label is also a core competency.

Position Summary

Reporting into the VP of Sales for the Company that specifically manages our “Club Team”. This person will manage, and grow, sales in multiple hardline’s categories across multiple departments and buyers within Costco. This person will also look for new growth categories as directed by the company. This position will be responsible for direct sales as well as managing our Broker for Costco.

Major Responsibilities

1. Create strategies and tactics to win new item opportunities through line a review process, or single item opportunities. Part of the process will include competitive analysis, research, pricing recommendations, financial analysis, and presentation support.
2. Strong understanding of Category Management and how to leverage data to build fact-based recommendations for our buyers.
3. Leverage POS reports, and syndicated data to identify market trends, manage product assortment, create opportunities for growth and develop the corresponding action steps needed to maximize revenue and profit.
4. Analyze, and track market share and sell-thru performance of products and company.
5. Detail oriented with high degree of accuracy.
6. Partnership building role: Bring together the systems and resource capabilities of both Costco and Bradshaw to ensure that the goals of both organizations are achieved.
7. Excellent written, verbal, and presentation skills.
8. Work in a collaborative, cross-team capacity with local team to bring our products to market – constantly interacting and coordinating to ensure our goals and objectives are met.
9. Ability to work extremely well across functions (Operations, Demand Planning, Product and Channel Marketing) and successfully bringing people together toward common goals and to consensus.
10. Relationship Sales: develop a superior working relationship with key individuals and groups within Costco and Bradshaw. Gain the respect and support needed from all parties in both organizations to ensure that things get done even when a direct reporting relationship are not present. The National Account Manager is responsible for developing multi-function and multi-level relationships within Costco to ensure that a comprehensive company-to-company relationship is achieved vs. a salesperson-to-buyer relationship.
11. Create and implement promotional programs that deliver incremental growth and strong ROI.

First Year Priorities:

• Establish a rapport with buying teams, and provide weekly analytics according to their specified formats.
• Establish a rapport with Bradshaw Product Marketing/Channel teams to develop products and programs to meet customer needs.
• Develop strategies that identify growth plans for annual line reviews.
• Deliver Margin goals while strictly managing SD&A expense

Candidate Key Selection Criteria

• Experience: The ideal candidate possesses a minimum of 10+ years’ professional experience, with previous experience in a National Account Manage.
• Education/Credentials: An undergraduate degree at a minimum (in business or similar major) is preferred.
• Technical Expertise: Analytical skills to measure sales, profits, and ROI.
• Process and People Management: Has demonstrated an ability to collaborate with a focus on completing quality work and effectively meeting deadlines. Demonstrated ability to prioritize and manage multiple high priority activities, together with the ability to provide effective solutions.
• Prioritization: Able to prioritize, multitask and adapt effectively in accordance with changing priorities and deadlines.
• Problem Solving/Analysis, Curious Critical Thinker: Able to structure and process qualitative or quantitative data and draw insightful conclusions from it. Exhibits a probing mind and achieves penetrating insights. Generates new and innovative approaches to solving problems with a focus on addressing priority items. Able to make sound decisions based on available information. Highly strategic thinker who is able to balance short term business plan with the long term vision needed to advance in the changing retail environment.
• Strong negotiation skills: that deliver company objectives while meeting the needs of Costco.
• Communication: An excellent oral and written communicator. Proactive communicator with a keen sense of how to deeply connect with people and build trust. Internally, can engage people across the organization and foster buy-in to new ideas and concepts. Externally is an effective and credible spokesperson for the Company. Strong executive presence, presentation and communication skills. Collaborative skills to liaise with cross-functional teams in marketing, sales, customer service, IT and operations.
• Fosters Relationships: Has developed excellent relationships with a broad range of people within his/her organization. Ability to work collaboratively with key internal and external leaders, partners and advisors. Is very comfortable reporting to and working with an executive management team.
• Character: Respected for business ethics, integrity and common-sense approach. Balances a can-do attitude with a pragmatic approach to getting work done in a timely manner. Is smart, practical, hardworking and focused on creating value for the Company’s shareholders. Rolls-up his/her sleeves and does what it takes to meet objectives. Can make tough decisions when necessary.
• Commitment: Willing and able to travel as needed to corporate offices or Costco Regional locations.