Sr Key Account Rep - Costco Commercial Leader

J  o  b    D  e  s  c  r  i  p  t  i  o  n

JOB INFORMATION

Title:

Sr Key Acct Rep - Costco

Title Description:

Sr Key Account Rep - Costco Commercial Leader

FLSA Status:

Exempt

Reports To:

VP, National Accounts

Supervises:

Approved Date:

4/15/2026 4:12:58 PM

Date Last Edited:

5/20/2026 8:14:41 PM

Locations:

Remote - Field Sales & Mktg

Function:

Sales

Business Entity:

Sales (US)

Cost Center:

Nat'l Accts - West

Employee Type:

FT Exempt 1

Age Requirement:

21+

Employee Supervisory Classification:

POSITION SUMMARY

The Senior Key Account Representative – Costco Commercial Leader is responsible for managing and growing Sierra Nevada sales and market share with Costco. The role sells directly to decision-makers and collaborates with the SNBC field sales team to drive execution within accounts via our wholesaler partners. This role also works closely with marketing and innovation to co-create the products and strategies to win with Costco and the broader Club channel. This position reports directly to the VP of National Accounts and has high visibility and impact throughout the organization.

•

Own and manage Costco business with the goal of gaining new distribution and activity to grow SNBC sales and market share

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Lead development of a multi-year Costco strategy and innovation pipeline with the marketing team to grow broadly and sustainably across Costco regions

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Develop and communicate programs, distribution, pricing and activity updates to Costco, SNBC marketing, field sales and distributors

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Develop and deliver effective presentations and recommendations that positively impact the Costco and SNBC

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Analyze and report monthly business status to VP of National Accounts, including issues, opportunities and progress vs objectives

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Lead Costco item submissions, program development, and regional buyer engagement to secure new item placements, seasonal rotations, and promotional programs.

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Operate effectively within the brewery and budgetary guidelines

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Partner with SNBC field sales teams and distributor partners to ensure successful execution of Costco programs, item launches, and promotional activity across regions.

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Participate in key wholesaler business planning meetings

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Utilize sales tools (KARMA, VIP, Nielsen, IRI, Power BI, etc.) to analyze distribution, pricing and promotion results and build future recommendations and plans

up to 30%

Travel required, up to 250 miles per day by car, 12,000-25,000 miles annually and air travel up to 5 overnights per month.

QUALIFICATIONS

Bachelor's Degree

or any combination of education and/or experience from which comparable knowledge, skills and abilities have been achieved

X

3 years

of sales experience managing retail, chain, or national accounts

X

Experience selling to Costco or other club retailers

X

Experience in alcohol, beverage, or consumer packaged goods industries

Experience navigating the club retail model including item rotations, regional buyers, and high-volume promotional programs

Commercial leadership, working with a multifunctional team to create brand and/or innovation plans

•

An in-depth knowledge of SNBC history, culture and products is critical

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Experience and competence working in PowerPoint, Excel, Word and VIP

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High level of expertise in analyzing information and making information-based recommendations

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Fully proficient writing and delivering effective presentations

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Ability to work cross functionally with sales, marketing, and Ops & Insights teams to develop retailer specific program solutions

•

Must have demonstrated ability to successfully operate within an established budget

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Experience managing high-volume national retail accounts and navigating complex customer buying processes

•

Knowledge of and ability to successfully operate within various state and federal liquor laws is required

Frequencies listed represent the percentage of time spent performing the task during a regularly scheduled shift

| Rarely 0-25% | Occasionally 26-50% | Frequently 51-75%  | Constantly 76-100% |

• Sitting - Frequently
• Walking - Frequently
• Standing - Frequently
• Bending (Waist) - Occasionally
• Bending (Neck) - Occasionally
• Lifting - Occasionally
• Lifting Continued - Rarely
• Carrying - Rarely
• Pushing - Rarely
• Pulling - Rarely
• Squatting - Rarely
• Climbing - Rarely
• Kneeling - Rarely
• Crawling - Rarely
• Twisting (Waist) - Rarely
• Twisting (Neck) - Rarely
• Grasping - Occasionally
• Talking - Frequently
• Hearing - Frequently
• Repetitive Motion - Frequently

Frequencies listed represent the percentage of time spent performing the task during a regularly scheduled shift

| Rarely 0-25% | Occasionally 26-50% | Frequently 51-75%  | Constantly 76-100% |

• Indoors - Frequently
• Outdoors - Occasionally
• Humid - Occasionally
• Work near toxic or caustic chemicals - Rarely
• Exposure to fumes & airborne particles - Rarely
• Working at heights of more than 6' - Rarely
• Exposure to extreme cold - Occasionally
• Exposure to extreme heat - Occasionally
• Exposure to wet environments - Occasionally
• Extreme changes in temperature - Rarely
• Work near loud noises - Occasionally
• Work near loud noises requiring ear protection - Rarely
• Work near moving mechanical parts - Rarely
• Risk of electrical shock - Rarely
• Work in confined spaces - Rarely

The physical demands and work environment described here are representative of those that must be met and respectively encountered by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.