Director of Sales - Club Channels (Costco) & WMT

• Chicago, IL
• Hybrid
• Full-time

The Sales Director leads business strategy, customer engagement, and full P&L ownership across the club channels & WMT. This role is accountable for driving sustainable revenue growth, expanding category share, and ensuring operational excellence across large-format retail. Partnering cross-functionally with Marketing, Category & Insights, Supply Chain, and Finance, this leader shapes how brands show up in club and mass environments while delivering best-in-class commercial execution.

Job Responsibilities:

Customer Leadership

• Serve as executive contact for Costco, Walmart, and other strategic accounts.
• Develop multi-year growth strategies spanning distribution, merchandising, pricing, promotion, and supply performance.
• Lead annual negotiations, including trade terms, new product launches, category resets, and vendor agreements.
• Align internal stakeholders to customer strategies, priorities, and execution timelines.
• Own full P&L accountability, including sales budgets, trade spend, customer investment levels, and ROI targets.
• Optimize pricing architecture, promotional strategy, and pack/size configurations for club and warehouse formats.

Business Development & Category Expansion

• Build customer-specific growth plans leveraging category insights, shopper trends, and competitive analysis.
• Drive innovation sell-in, new item adoption, and long-term pipeline visibility.
• Partner with Category Management and Marketing to enhance shelf presence, merchandising compliance, and data-driven category leadership.

Cross-Functional and Operational Leadership

• Collaborate with Supply Chain to ensure product availability, forecast accuracy, and strong OTIF performance.
• Partner with Marketing and Shopper Marketing teams to tailor retailer-specific programs.
• Provide voice-of-customer insights and competitive intelligence to inform internal strategy.
• Maintain compliance with retailer scorecards, vendor requirements, and operational standards.
• Leverage data platforms and syndicated data to drive performance optimization.

Job Requirements:

• Bachelor’s degree in Business, Marketing, or related field.
• 7 years of CPG/FMCG sales experience, including significant exposure to Costco and/or Walmart.
• Demonstrated experience owning or influencing a substantial P&L.
• Strong commercial acumen within club, mass, and large-format retail environments.
• Proven negotiation expertise and trade spend management experience.

Full-time employees are also eligible for benefits options such as health coverage, life insurance, disability insurance, and 401k benefits.

At Advanced Group, our commitment to diversity and inclusion in every part of our organization is crucial to fulfilling our mission and demonstrating our REAL values. Advanced Group is committed to providing employment opportunities without regard to sex, race, color, age, national origin, religion, gender identity or expression, sexual orientation or sexual preference, pregnancy or maternity, genetic information, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.

Advanced Group complies with federal and state disability laws and makes reasonable accommodations for applicants and candidates with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please contact accommodationrequest@advancedgroup.com.