Senior National Account Manager - Costco

About Us 

SharkNinja is a global product design and technology company, with a diversified portfolio of 5-star rated lifestyle solutions that positively impact people’s lives in homes around the world. Powered by two trusted, global brands, Shark and Ninja, the company has a proven track record of bringing disruptive innovation to market, and developing one consumer product after another has allowed SharkNinja to enter multiple product categories, driving significant growth and market share gains. Headquartered in Needham, Massachusetts with more than 3,600+ associates, the company’s products are sold at key retailers, online and offline, and through distributors around the world.  

OVERVIEW:

The Senior National Account Manager (Sr NAM) will play a critical role in driving best-in-class account management and growth for Costco Canada. This position will partner closely with Costco merchants and internal SharkNinja teams to deliver member-first results through exceptional execution, strong cross-functional alignment, and a deep understanding of the Club channels.

The Sr NAM will drive revenue and net margin growth, lead the development of pallet and digital merchandising strategies, and collaborate with Sales Strategy & Analytics, Product Development, Finance, Supply Chain, and Brand Marketing to achieve operational excellence and breakthrough profitable growth.

Job Responsibilities:

• Demonstrate best-in-class account management by building and executing an operating plan that drives both revenue and net margin growth, ensuring SharkNinja achieves and exceeds goals. Develop a clear strategic roadmap for Costco CA with defined milestones and accountability.
• Own and deliver the Costco CA sales and P&L plan. This includes setting and managing financial targets, assortment strategies, pallet and event roadmaps, demand generation plans, spend forecasts, and pallet configuration strategy.
• Identify customer needs, category opportunities, and emerging product trends that unlock incremental growth. Lead customer meetings with confidence, leveraging internal expertise to achieve exceptional results.
• Manage high-impact negotiations across assortment, promotional events, and long-term strategic alignment, balancing short-term wins with sustainable partnership building.
• Function as a true business owner for the Costco Cananda account, providing leadership across functions, demonstrating strong financial and analytical acumen, and offering thought leadership on how to achieve breakthrough results.
• Influence without direct authority, aligning a wide range of internal stakeholders on “Club-First” outcomes. Lead through ambiguity with a methodical sales operating model that creates clarity and momentum for your team.
• Partner with Product Development and Sales Strategy & Analytics to design unique club configurations across SharkNinja’s product portfolio. Leverage distinctive features, modes, and innovation members cannot buy elsewhere to deliver a market-leading value proposition.
• Manage customer profitability by developing detailed financial plans for both new and core programs, while ensuring promotional spending aligns with P&L goals. Demonstrate passion for diving into the details and understanding drivers of breakthrough profitable growth.
• Collaborate with Commercial and Category Analytics teams to analyze POS data, identify trends, and evaluate competitive factors such as new product launches or promotional activity that may impact performance.
• Co-own the monthly forecast cycle and long-range demand plan with Sales Operations, Demand Planning, Allocation, and Supply Chain. Ensure healthy weeks-of-supply, strong in-stock rates, and smooth receipt flow to enable flawless execution.
• Collaborate with supporting roles to ensure flawless execution, consistent communication, and alignment with Costco’s expectations.
• Maintain an execution-first mindset, managing key milestones and ensuring adherence to schedules, while creating the organizational discipline needed to consistently deliver against plan.

Requirements/Qualifications: 

• Bachelor’s degree required. MBA a plus.
• 8–10 years of experience in national account management or merchandising, ideally with membership-based or value-driven retailers. Direct experience managing Costco or Sam’s Club highly preferred.
• Strong understanding of P&L management, financial planning, and forecasting.
• Proven success working cross-functionally with Sales, Product Development, Finance, Marketing, and Supply Chain.
• Excellent relationship-building and communication skills with both internal and external partners.
• Strong negotiation and influencing abilities across multiple levels, both internal and external
• High analytical capability with strong executive communication and the ability to distill complex information into actionable insights.
• Familiarity with pallet merchandising, display optimization, packaging, and QA / compliance processes.
• Understanding of digital merchandising and demand generation tactics; ability to use data and insights to shape growth strategies.
• Comfortable working in a fast-paced, highly matrixed environment with shifting priorities.
• Proficiency in Excel and PowerPoint required; PowerBI and Airtable experience preferred.
• Residence in Bentonville preferred.
• Willingness to travel up to 10–20% to Needham, MA headquarters, and customer meetings.