Account Manager, Costco

Account Manager, Costco

Remote

Grns is one of the fastest-growing brands in the Club channel, and the business is scaling fast. We have active items in the market, new launches in flight, and a third Club retailer on the horizon. We need someone who can own the full channel, not just manage it. This isn't a maintenance role. It's a high-stakes, high-visibility seat for someone who wants to run a major retail channel like they built it themselves.

This role is part of our remote HQ! We have a fully remote, high-trust work environment - and also come together on a biannual basis for amazing off-sites where we can connect IRL. This role also requires quarterly travel to Costco headquarters in Issaquah, Washington.

In This Role, You Will:

• Own the full Costco business across the Snacks portfolio (including Grns Adult, Kid's, and more!). Forecasting, program execution, sell-through management, buyer relationships.
• Drive trial and awareness through development and execution of a multi-faceted promotional strategy inclusive of demos, MVM's, displays in warehouse and .COM, and more.
• Define the Go-To-Market strategy for launch with BJ's. Establish buyer relationships at HQ, lock assortment and placement, and execute a first-rate in-market launch targeting Q1 2027.
• Manage high performing broker teams - using their support as a multiplier, not a handoff.
• Become an indispensable strategic partner through insight-led leadership and flawless fundamentals.

We're Looking For Someone Who:

• 4+ years of CPG sales experience with at least 2 years calling directly on Costco buyer teams. Existing buyer relationships are a plus.
• You've navigated Costco's full program toolkit: science binders, TPDs, fence events, MVMs, Costco Connection, CDS demo partnerships, and .com merchandising.
• You understand Club channel economics cold. Pack size strategy, display pallet configs, sell-through mechanics, and risk mitigation are your native language.
• You've managed a broker team and know how to get the most out of that partnership without letting them carry the relationship.
• You have a track record of launching new items, executing off-shelf programs, and driving sell-through on LTOs.
• You can build a model, a dashboard, and a buyer presentation from scratch.
• You're fluent in the numbers: GM%, CM2, cost-per-unit, margin math, and syndicated data (SPINS, Nielsen, Numerator).
• BJ's experience is a plus.

Approach To The Role:

• You approach this like a business owner, not an account manager. Strategy, execution, and relationships are all yours.
• You're obsessive about what happens inside the warehouse and on the.com page. Demo conversion, content quality, and in-stock rates matter as much as the initial sell-in.
• You plan quarters ahead. Costco's fiscal year starts in September. Science reviews take 46 weeks. Fence submissions are 36 months out. You're already thinking about what's next.
• You're a natural storyteller. Velocity data and science binders become compelling narratives for buyers, not just spreadsheets.
• You're a fierce negotiator. Best fence slot, best endcap placement, best markdown terms. You push for it and you don't apologize.
• Nothing is below you. Annual business planning and sampling logistics can live in the same week. You don't flinch.
• You genuinely care about consumer health. You believe in what Grns makes, and that shows up in how you sell it.

Compensation & Benefits:

At Grns, we're committed to providing a competitive total compensation package grounded in market data that considers our size, stage, industry, and location. For this role, the base salary range is $120,000-$140,000 plus bonus depending on experience, paired with a comprehensive benefits package designed to support the well-being and growth of our team.

At Grns, we believe that foundational nutrition should be simple and convenient for everyone. We're dedicated to bringing comprehensive and real nutrition to you through our gummies, formulated from 60 nutrient-dense and whole-food ingredients. Simply enjoy a grab-and-go snack pack of gummies daily whenever fits best in your schedule and wherever life takes you.

What we care about... Be the Best: We hold ourselves, our teams, and our partners to an incredibly high standard - and we raise the bar constantly. "We've never done this before" isn't an excuse here. It's an invitation.

Own It: We act like our name is on the door. That means taking complete ownership of outcomes, collaborating deeply, working through roadblocks - not around them - and never waiting for someone else to solve the problem. Great owners are great partners.

Drive Impact, Urgently: We measure impact, not effort. We work smart and hard, move fast, and use every tool at our disposal - including AI - to focus our energy where it matters most.

Compensation & Perks: For every role, we aim to have highly competitive compensation and opportunity for impact and career growth.

Everyone at Grns works hard, but we believe in wellness and balance too. We have super strong benefits coverage -- for you and your family, generous PTO, free Grns, and a few more perks centered around health and well-being that we can't wait to tell you about!