Director of Sales, Costco Wholesale Club

Location, Issaquah Seattle area or California, hybrid as needed

Reports to, President

Overview

This is a senior sales leadership role within a Costco-focused sales agency that represents non-food consumer brands in the D20- HBA (Health and beauty aid) category at Costco. She or he will own the Costco business for assigned brand partners and serve as the primary strategic partner to both the brands and Costco buyers. The focus is on driving distribution growth, promotional execution, and strong sell-in and sell-through performance in a membership-based retail environment.

Key responsibilities

• Lead Costco account management and day-to-day execution for assigned brand partners- specifically D20- HBA (Health and beauty aid) category

• Build and deliver joint business plans aligned to Costco priorities and brand objectives

• Drive item placement, distribution expansion, and promotional programs through strong selling stories and buyer relationships

• Partner with analytics, category, and marketing teams to turn syndicated and retailer data into insights and action

• Own forecasting, promotional planning, and trade spend management to hit volume, profit, and distribution goals

• Advise brands on pricing, packaging, and club-ready go-to-market strategy

• Track performance metrics such as velocity, ACV, and ROI, and deliver clear performance recaps

Requirements

• 8 plus years of Costco sales or retail brokerage experience supporting CPG brands

• Proven ability to grow accounts and build senior-level retailer relationships

• Strong understanding of club channel economics, promotion mechanics, and pack configuration strategy

• Skilled in analytics, forecasting, and trade management

• Strong communication, presentation, and negotiation skills

• Bachelor’s degree required, MBA preferred