Customer Manager, Club

Job Description

Job Description:

The Club Account Manager is responsible for managing strategic customer relationships and driving profitable sales growth within the Club Channel across key accounts including Costco, Sam’s Club, and BJ’s Wholesale Club. Reporting to the Director, Club Channel, this role leads day-to-day customer management, business planning, promotional execution, and cross-functional coordination to deliver revenue, market share, and profitability objectives.

The Club Account Manager serves as a trusted business partner to both internal stakeholders and customer teams, ensuring best-in-class execution while supporting the broader North America sales strategy.

This role is based in Franklin, TN with regular in-office collaboration expected. Flexibility is a key enabler—empowering associates to make choices that support both business outcomes and personal needs, including occasional remote work.

What will be your key responsibilities?

Customer Management & Business Development

• Manage day-to-day business relationships with assigned Club Channel customers, including Costco, Sam’s Club, and/or BJ’s Wholesale Club.

• Develop and execute customer-specific annual business plans aligned with Company growth objectives.

• Identify opportunities to expand distribution, optimize assortment, and drive category growth.

• Support customer line reviews, new item presentations, promotional planning, and seasonal program execution.

• Monitor competitive activity, market trends, and customer insights to identify growth opportunities and risks.

Sales & Financial Management

• Deliver sales, volume, market share, and profitability targets for assigned accounts.

• Manage promotional spending and trade investments to maximize ROI and achieve financial objectives.

• Support forecasting, demand planning, and inventory management processes to ensure strong customer service levels and operational execution.

• Analyze sales data, customer performance metrics, and financial results to drive actionable business recommendations.

• Participate in pricing discussions, contract management, and customer negotiations as needed.

Cross-Functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance, Category Management, Revenue Growth Management, and Demand Planning teams to support customer initiatives.

• Coordinate the successful execution of product launches, promotions, and customer-specific programs.

• Ensure alignment between customer expectations and internal operational capabilities.

• Support problem resolution related to inventory, logistics, service levels, deductions, and customer compliance requirements.

Customer & Organizational Excellence

• Build strong working relationships with customer buying teams and internal cross-functional partners.

• Prepare and deliver customer presentations, business reviews, and performance updates.

• Maintain high standards of communication, responsiveness, and execution excellence.

• Contribute to a collaborative, high-performance team culture within the Club Channel organization.

What are we looking for?

• Bachelor’s Degree

• 5+ years’ experience in CPG / Retail Sales and Customer Leadership.

• Significant experience managing Club Channel customers, including Costco, Sam’s Club, and/or BJ’s Wholesale Club.

• Demonstrated success contributing to high-performing sales teams and delivering profitable growth.

• Strong financial acumen, negotiation skills, and strategic planning capabilities.

• Proven ability to influence cross-functional stakeholders and lead within matrixed organizations.

• Excellent communication, executive presentation, and relationship management skills.

What can you expect from Mars?

• Work with diverse and talented Associates, all guided by the Five Principles.

• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.

• A strong focus on learning and development support from day one, including access to our in-house Mars University.

• An industry competitive salary and benefits package, including company bonus.