Director Of Sales, Costco

Join a Growing Leader in Frozen Foods

Are you a strategic sales leader with deep experience managing Costco and driving growth within the frozen food category? We are seeking a dynamic Director of Sales to lead our Costco business, build strong customer relationships, and develop growth strategies that deliver exceptional results.

This high-impact leadership role is responsible for driving revenue, profitability, market share, and distribution growth while serving as the primary strategic partner to Costco. The ideal candidate brings a proven track record of success managing national retail accounts, a strong understanding of Costco's operating model, and the ability to influence cross-functional teams to achieve business objectives.

What You'll Do

Lead and Grow the Costco Business

• Develop and execute strategic sales plans to achieve revenue, profit, market share, and distribution goals.
• Manage all aspects of the Costco frozen foods business across national and regional opportunities.
• Identify new growth opportunities through innovation, category expansion, and emerging channels.
• Drive successful execution of annual business plans and customer growth initiatives.

Build Strong Customer Partnerships

• Serve as the primary relationship manager for Costco buyers, merchants, and key stakeholders.
• Develop trusted partnerships that support long-term growth and mutual business success.
• Lead customer business reviews, annual planning processes, and strategic negotiations.

Drive Strategic Planning and Business Performance

• Analyze market trends, competitive activity, and category performance to identify opportunities and risks.
• Develop actionable strategies that strengthen the company's position within Costco.
• Lead forecasting and demand planning activities to optimize sales performance and inventory management.

Collaborate Across the Organization

• Partner with Marketing, Finance, Supply Chain, Operations, and Innovation teams to deliver outstanding customer results.
• Ensure seamless execution of product launches, promotional programs, pricing initiatives, and service commitments.
• Advocate for customer needs while balancing company objectives.

Lead and Develop Talent

• Coach, mentor, and develop sales team members to maximize performance and career growth.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Establish clear objectives, performance expectations, and development plans.

What We're Looking For

Required Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• 10+ years of progressive sales leadership experience within the Consumer Packaged Goods (CPG) industry.
• Significant experience managing Costco and other large national retail accounts.
• Demonstrated success driving revenue growth and delivering profitable business results.
• Strong strategic planning, negotiation, and relationship management skills.
• Excellent analytical, financial, and forecasting capabilities.
• Outstanding communication and presentation skills.

Preferred Qualifications

• Experience in frozen foods, refrigerated foods, grocery, or adjacent food categories.
• MBA or advanced degree preferred.
• Established understanding of Costco's pricing structures, item management process, promotional planning, and regional selling model.

Key Competencies

• Strategic Thinking
• Customer Relationship Management
• Negotiation and Influence
• Business Planning and Execution
• Forecasting and Financial Acumen
• Team Leadership and Talent Development
• Cross-Functional Collaboration
• Results Orientation

Why Join Us?

• Opportunity to lead one of the most important customer relationships in the business.
• Visible leadership role with direct impact on company growth and strategy.
• Collaborative, entrepreneurial culture focused on innovation and execution.
• Competitive compensation package including bonus opportunity and comprehensive benefits.

Reporting Structure

This position reports directly to the Sr. Vice President of Sales and works closely with executive leadership and cross-functional teams across Marketing, Finance, Supply Chain, Operations, and Innovation.

If you're passionate about building winning customer partnerships, driving growth, and leading high-performing teams, we'd love to hear from you.