Sales Director - Club Channel

Job Description

Job Description

Shape How ZURU Delivers Its Toys/CPG Brands to U.S. Club Retailers

About ZURU

ZURU is on a mission to disrupt industries and challenge the status quo through innovation and automation. Our brands reflect this vision: ZURU Toys re-imagines play, ZURU Tech leads the next building revolution, and ZURU Edge creates modern CPG brands for today’s consumers.

Founded in 2003 by EY Entrepreneur of the Year brothers Nick and Mat Mowbray, ZURU has grown to over 5,000 team members across 30+ international locations.

As one of the world’s largest toy companies, our award-winning brands include Bunch O Balloons, Mini Brands, XSHOT, Rainbocorns, and Smashers. Our CPG portfolio features Millie Moon, RASCALS, MONDAY Haircare, BONKERS Pet Treats, DAISE Beauty, GUMI YUM Surprise, and more.

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About the Role

The Sales Director of Club Channel is responsible for leading and accelerating ZURU's growth across the U.S. Club retail landscape — including Sam's Club, Costco U.S., and BJ's Wholesale . This role owns the strategic direction, customer relationships, business planning, forecasting, and cross-functional coordination required to unlock long-term profitable growth across the Club Channel.

The ideal candidate is a strategic operator with deep experience managing Club accounts, strong financial acumen, and a proven ability to build trusted partnerships across all levels. This person thrives in a fast-paced, entrepreneurial environment and is passionate about driving performance through data, insights and disciplined execution.

Roles & Responsibilities

Strategic Leadership & Business Growth

• Develop and execute the long-term strategy for the Club Channel, including assortment, innovation pipeline, pricing, and promotional planning.

• Identify whitespace opportunities, new category expansion, and year-round vs. seasonal levers to grow ZURU’s presence.

• Lead annual planning with all Club retailers.

• Build and manage a robust item pipeline in partnership with Product, Marketing, and Business Operations teams.

Customer Relationship Management

• Serve as the primary point of contact and senior relationship owner for Club retailers.

• Build strong, trust-based partnerships with merchants, senior leadership, and cross-functional retail partners.

• Lead line reviews, assortment discussions, business reviews, and strategic top-to-top meetings.

Financial Ownership & Performance Management

• Own the Club P&L, including revenue targets, margin, trade spend, and profitability.

• Deliver accurate forecasting, demand planning inputs, and inventory management guidance.

• Monitor and analyze performance KPIs, identifying risks, opportunities, and corrective actions.

Cross-Functional Collaboration

• Partner closely with Commercial team to shape innovation that meets Club shopper and merchant needs.

• Work with Marketing to develop compelling shopper stories, packaging, and value propositions.

• Collaborate with internal and external teams to ensure on-time deliveries, cost clarity, logistics planning, and operational excellence.

Leadership & Culture

• Mentor and develop a high-performing team supporting the Club business.

• Drive ZURU’s culture of speed, accountability, data-driven decision-making, and relentless improvement.

• Represent ZURU values while influencing internally and externally with clarity and conviction.

Skills & Experience

• 5–8+ years of sales experience within consumer goods, toys, seasonal, CPG, or related categories.

• 3+ years managing major Club accounts required (Sam’s, Costco, BJ’s).

• Proven track record owning P&L, forecasting, and delivering sustainable revenue and profitability growth.

• Deep understanding of Club merchant processes, buyer expectations, item set-up, and operational requirements.

• Strong communication, negotiation, and presentation skills.

• Analytical mindset with comfort using data, financial models, and insights tools.

• Highly organized with the ability to manage multiple programs and timelines.

• Entrepreneurial spirit, proactive mindset, and ability to thrive in a fast-paced, high-growth organization.

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At ZURU, we have cultivated a high-performing culture that encourages excellence. Our team works towards ambitious goals, learning, performing, and improving together, all while having fun. We empower talented individuals to do their best work every day.

At ZURU, you get out what you put in. You are responsible for driving your own career and we provide the platform to achieve it. As ZURU is on such a fast growth trajectory, there are opportunities here that you won’t find anywhere else.

We recognise that ZURU’s success stems from our people and you can only be at your best when you are looking after yourself. ZURU encourages all our team members to invest in their wellbeing by providing an array of benefits and tools.

ZURU – Tomorrow Reimagined

ZURU.com

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Compensation Range: $160K - $190K