Director of Sales, Costco

Job Description

Join a Growing Leader in Frozen Foods

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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.

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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.

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What You'll Do

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Lead and Grow the Costco Business

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

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

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

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

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

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Required Qualifications

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

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

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

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

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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.

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

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