Senior Director, Global Sales - Costco

Functional Food & Beverage Manufacturer is a dynamic, fast-growing company driven by smart, creative minds with a passion for learning, rooted in kindness. Our employees are warm, authentic, passionate, and inspiring and we are hiring.

The key responsibility of the Senior Director, Global Sales - Costco is to drive Costco revenue and market share by leading strategic partnerships, planning, and operational execution. This senior leader manages high-level relationships with Costco buyers, oversees volume commitments, and optimizes profitability through category management. Key responsibilities include strategic planning, sales forecasting, and cross-functional leadership to ensure consistent, compliant, and profitable growth and team development.

INTERNAL NOTES: This is as much a high-level strategic leadership role as it is a hands-on key account management position for Costco and is a very visible / key position within the organization. Costco currently represents approximately 60% of company revenue. The Costco team is currently a team of 3 and growing. This includes functions for marketing, inventory management, sales forecasting, cost containment, etc. There will be travel expected to Costco Headquarters as needed and at least 1x a quarter travel to Company Headquarters.

Essential Job Functions

Responsibilities include but are not limited to:

• Develop and strengthen partnerships at all levels of Costco, from regional divisions to buying headquarters.
• Drive high-level, high-stake negotiations with Costco as needed.
• Drive volume and profitability by creating and executing strategic plans tailored to Costco’s specific business model.
• Improve probability using levers such as cost optimization, logistics, packaging, and promotion ROI.
• Manage sales forecasting, product procurement, and ensure superior service levels (OTIF, fill rates, chargeback prevention)
• Manage all aspects of the product portfolio, including item onboarding, regional strategy, and merchandising.
• Utilize tools, such as Circana, to monitor sell-through and inventory, converting insights into action.
• Oversee ongoing strategic forecasting and budget management.
• Work with cross-functional Quality and Regulatory teams to ensure strong adherence to all quality and regulatory registrations and requirements for items sold at Costco.
• Work with cross-functional teams, such as Commercialization, Planning, Brand Marketing, Customer Service, Transportation, and Warehouse, to ensure that new product launches meet requirements for Costco and product is ordered and delivered within feasible timelines.
• Set individual goals for improving and expanding on everyday job functions, as well as on the greater social and environmental aspects of your work. We expect that you remain accountable to these goals and report your progress in performance reviews.
• Adhere to Functional Food & Beverage Manufacturer’s environmental policies, including our environmental impact. Help us continue to evolve our commitment to the planet and people we serve.
• Encourage team members’ progress to their individual goals and facilitate group goal setting for social and environmental performance consistent with Functional Food & Beverage Manufacturer’s ESG program.
• Coach / lead and provide interpersonal relationship development for all direct reports, key activities include:
• Creation of an environment to provide formal and informal feedback, coaching to assist in growth of career and key competencies.
• Providing day-to-day guidance and problem-solving.
• Identifying and selecting team members; and
• Driving high performance management with clear measures of success.
• Comply with all company policies and procedures.
  
  

Salary

$180,000 35% Bonus

Benefits Available

Experience And Skill Requirements

• 10 years of direct selling CPG experience, specifically calling on Costco buyers.
• Demonstrated strong ability to lead teams, build internal alignment, and communicate effectively with cross-functional leaders.
• Demonstrated success in leading and championing negotiations with Costco.
• Comprehensive understanding of Costco’s operations, competitors, logistics, and merchandising strategies.
• Demonstrated ability to set overall business goals, including establishment of processes managing tasks and timelines to drive goals to the finish lines.
• Ability to develop and manage teams with applicable skills set to manage and meet Costco’s cross-functional expectations.
• Ability to drive brand equity through consumer engagement.
• Strong analytical skills and out-of-the-box, creative thinking skills that drive resolutions.
• Willingness to pivot in an every-changing environment and to work with ambiguity.
• Highly collaborative, with both internal and external stakeholders and cross-functional teams.
• Strong organizational skills, detail orientation, and commitment.
• Self-directed with a demonstrated sense of accountability.
• Ability to adapt to the changing needs of a dynamic growth-oriented business.
• Effective leadership, teamwork and organizational skills.
• If you’d like to hear more about this opportunity and others we are currently working on, please contact Kristine O’Sullivan at kosullivan@cps4jobs.com.
  
  

JO: 4.28.26AKO