Director of Sales - Costco

The role

The Director of Sales develops and executes strategic business plans across Costco to drive revenue, profitability, and market share. This role manages direct and broker-led customer relationships and maintains full P&L accountability.

What you will do

• Build and strengthen relationships with key decision-makers and cross-functional stakeholders
• Identify opportunities to expand product distribution and drive incremental sales
• Develop and execute short and long-term business plans for assigned key national accounts
• Maintain account-level P&L accountability including pricing and contract negotiations
• Lead account forecasting and collaborate with Demand Planning, Supply Chain, and Customer Service
• Partner with internal and external stakeholders to resolve business challenges
• Execute strategies suited to Costco's warehouse model including item rotation and display-ready packaging
• Manage warehouse-wide, regional, seasonal, and event programs
• Manage relationships across Costco's national and regional buying structure
• Ensure compliance with Costco supplier requirements including food safety and quality audits

Required qualifications

• Bachelor’s degree in business or a related field
• 7–10+ years of progressive sales experience in CPG, Foodservice, food manufacturing, or related industries
• Experience managing key national accounts and broker management
• Experience managing large club retail accounts
• Working knowledge of Costco's buying-office structure and item-approval processes
• Familiarity with supplier food safety and quality requirements, cold-chain standards, and service metrics
• Demonstrated success growing sales and building strategic partnerships
• Understanding of club channel merchandising, promotional strategies, and pricing
• Experience developing annual business plans and new product launches
• Ability to manage account-level P&L
• Experience leading sales forecasting and demand planning
• Established relationships with senior-level buyers and key decision-makers

Nice to have

• MBA
• Experience with Costco

About the company

J&J Snack Foods provides branded snack foods to foodservice and retail supermarket outlets across the U.S. Its products include brands such as SUPERPRETZEL, ICEE, and Dippin’ Dots.