Account Executive -- Club Channel

Job Description

Job Description

Role Overview

The Account Executive — Club Channel is responsible for promoting and growing sales of Idea Nuova's home décor and home textiles products across the club retail channel — including Costco, Sam's Club, and BJ's Wholesale Club. You'll own day-to-day buyer relationships at each club, develop channel-specific item and program strategies, and partner with internal PD, design, sourcing, packaging, and operations teams to deliver the multi-pack, value-forward assortments that win in club.

Key Responsibilities

• Identify and develop new club opportunities across Costco, Sam's Club, and BJ's — from roadshow items and treasure-hunt buys to core in-line programs
• Build and maintain strong relationships with buyers and merchant teams at each club, understanding their distinct assortment models, price/value expectations, and calendar rhythms
• Determine club-specific opportunities by analyzing member demographics, past program performance, SKU velocity, and club-channel trends
• Partner with PD, design, sourcing, and packaging to develop club-ready programs — including multi-pack constructions, "wow" value items, and exclusive-to-club offerings
• Prepare and deliver polished item presentations, cost proposals, and business reviews for club buyers and cross-functional leadership
• Manage the club buying calendar — line reviews, roadshow submissions, seasonal placements, and follow-on programs
• Provide inventory, cost, and margin analysis to identify program-level opportunities and risks
• Coordinate with production and operations to ensure on-time, in-full delivery against club shipping windows and pallet requirements
• Handle order entry, credit resolution, and post-launch performance tracking with support from customer service
• Provide timely, accurate sales reports and forecasts for each club account
• Attend key club events (line reviews, roadshows, vendor summits, trade shows) to represent Idea Nuova with buyers and sourcing teams

Qualifications

• 5+ years of outside sales experience calling on Costco, Sam's Club, and/or BJ's — a proven track record of exceeding club sales goals is required
• Deep understanding of club channel dynamics: pack sizes, price points, roadshow programs, private label programs (Kirkland Signature, Member's Mark, Wellsley Farms), and vendor scorecards
• Experience in home décor, home textiles, or a related consumer products category strongly preferred
• Bachelor's degree in Marketing, Sales, Business, or a related field, or equivalent experience
• Excellent presentation and written communication skills — comfortable presenting to senior club buying teams
• Strong analytical skills — able to build cost/margin models, forecast programs, and analyze SKU performance
• Time management, problem-solving, and organization skills to manage multiple club calendars simultaneously
• Ability to identify marketplace trends and translate them into new club business
• Proficient in Microsoft Office (Excel, PowerPoint), presentation tools, and order entry systems
• Home-office capable with reliable transportation and readiness for regular club and event travel

What Success Looks Like

• Meets or exceeds annual sales targets across Costco, Sam's Club, and BJ's
• Grows revenue at each club through new items, expanded programs, and repeat placements
• Builds strong, trusted buyer relationships at all three clubs
• Delivers polished, buyer-ready item and program submissions on the club calendar
• Program margin, sell-through, and reorder rates hit or exceed plan
• Cross-functional partners (PD, design, sourcing, operations) view the role as a reliable, knowledgeable club-channel voice

Additional Requirements

• Travel to club buying offices (Issaquah, WA for Costco; Bentonville, AR for Sam's Club; Marlborough, MA for BJ's), club roadshow events, trade shows, and internal offsites approximately 40–50% of the time
• Occasional travel to NYC headquarters for cross-functional collaboration and leadership meetings

Benefits

• Competitive salary and benefits package
• Opportunities for career growth and advancement
• Dynamic, collaborative, and entrepreneurial work environment
• Exposure to major retailers, nationally recognized brands, and trend-driven home categories
• Fast-paced culture where your ideas, creativity, and contributions make an impact

Why This Role

Club is one of the highest-leverage channels in retail — a single winning item at Costco, Sam's, or BJ's can move enormous volume, and the buyer relationships you build directly shape our biggest programs. You'll work with senior buying teams at three of the most sophisticated retailers in the country, influence assortment decisions that reach millions of members, and see your work translate into meaningful revenue quickly.