Commercial Manager Costco – ANZ
The Arnott's Group | North Strathfield, NSW
We're looking for a commercially sharp, relationship‐led sales leader to take ownership of our Costco business across Australia and New Zealand. This is a unique opportunity to step into a high‐growth channel with real momentum behind it. Costco has been identified as a key pillar of growth for our business over the next three years and this role will lead how we show up, compete and win in the channel. You'll operate with a high level of autonomy, executing the strategy, strengthening the relationship and driving the commercial outcomes. It's a role where you can truly make your mark.
The opportunity
Our Costco ANZ business is at a pivotal stage. We've built strong foundations, but there is significant headroom for growth, both locally and with the potential to unlock broader global scale. This role exists to bring dedicated ownership and focus to the channel. You'll participate in the development of strategy and then execute it, working closely with the Director of International & Global Customers and partnering across marketing, supply chain, finance and the broader ANZ sales team. You'll be front and centre with the customer, shaping plans, building trust and driving execution. You'll be as comfortable in strategic planning conversations as you are driving performance day‐to‐day. This is about building something meaningful, not just maintaining it.
What you'll lead
* Being involved in building strategy and accountable for delivering the ANZ Costco growth strategy aligned to our broader business objectives
* Developing robust customer plans that deliver sales, profit and sustainable growth
* Strengthening and managing key relationships with Costco across ANZ
* Driving brand and portfolio expansion within the channel
* Partnering with marketing, supply chain and finance to ensure plans land effectively
* Owning demand planning alignment to enable seamless execution
* Leading reporting rhythms and keeping the business connected to performance and progress
* Supporting innovation, ideation and project delivery that fuels future growth
What success looks like
In your first 12 months, you'll have built strong credibility with both Costco and internal stakeholders. Our plans will be sharper. Our execution will be more consistent. Our presence in the channel will be stronger. You'll have created clearer structure and momentum in how we approach Costco, while also unlocking new opportunities for growth, distribution and scale. Most importantly, the business will feel the impact.
About you
You're likely coming from a National Account Manager, Business Manager or Customer Lead background within FMCG, and you're ready to take ownership of a channel and build it. You might already have experience with Costco or similar club/wholesale retailers, or you've worked across complex customer environments where strong commercial discipline and relationship management are key. You'll bring:
* 5–7 years' experience in FMCG sales, customer or distributor management
* Experience working with club, wholesale or large-format retail customers (Costco highly regarded)
* Strong commercial acumen, including ownership of customer P&Ls
* A track record of building customer relationships and influencing stakeholders
* The ability to think strategically while staying close to execution
* Confidence to operate autonomously and drive outcomes
* Resilience, curiosity and a genuine ownership mindset
* A passion for brands, products and delivering results that matter
Why The Arnott's Group?
The Arnott's Group is home to some of Australia's most loved brands, with a long‐standing heritage and a strong presence across ANZ and beyond. But what makes this role different is the opportunity to build. You'll be working within an environment that has the scale, capability and backing of a large organisation, while still having the flexibility, pace and visibility to make a real impact. It's big enough to matter, but close enough to shape.
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