This position is ideally based in Seattle/Issaquah.Position SummaryThe Director of Sales is responsible for developing and executing strategic business plans across Costco to drive revenue, profitability, distribution, and market share growth across multiple product categories. This role proactively identifies growth opportunities, builds strategic customer partnerships, and drives cross-functional collaboration across key customer departments, including Culinary/R&D, Purchasing (Branded & Private Label), Marketing and Store Operations.
The Director of Sales manages both direct and broker-led customer relationships and maintains full profit and loss (P&L) accountability, ensuring achievement of sales and financial objectives while contributing to the organization's overall business performance.
This position reports directly to the Vice President Sales -Strategic Accounts at J&J Snack Foods.
Essential Functions- Customer Partnerships: Build and strengthen relationships with key decision-makers and cross-functional stakeholders to align business objectives and identify strategic growth opportunities
- Business Development & Growth: Identify opportunities to expand product distribution, introduce innovation, optimize product mix, and drive incremental sales across assigned accounts
- Strategic Account Management: Develop and execute short & long-term business plans for assigned key national accounts to drive revenue, profitability, distribution, and market share growth
- Financial Performance: Maintain account-level P&L accountability, including pricing strategies, contract negotiations, customer investments, and achievement of sales and profitability targets
- Sales Forecasting & Execution: Lead account forecasting and collaborate with Demand Planning, Supply Chain, and Customer Service to ensure operational alignment and execution against customer commitments
- Cross-Functional Leadership: Partner with internal and external stakeholders to resolve business challenges, improve service levels, and execute strategic customer initiatives
- Club Channel Execution: Develop and execute strategies suited to Costco's limited-SKU, high-velocity warehouse model, including item rotation, "treasure hunt" items, display-ready packaging, and price-per-unit competitiveness that delivers member value while protecting margin
- Program & Item Management: Plan and manage warehouse-wide and regional items, seasonal and event programs, demos and roadshows, Costco Business Center and Costco.com (e-commerce) opportunities, and Kirkland Signature or private label opportunities
- Buying Office Relationships: Manage relationships across Costco's national and regional buying structure, including the Issaquah headquarters buying office, and navigate the item-approval, new-item, and cost and price change cycles
- Supplier Compliance & Quality: Ensure compliance with Costco supplier requirements, including food safety and quality audits (e.g., SQF/GFSI), EDI and routing requirements, vendor code of conduct, product recall and traceability procedures, and cold-chain and temperature-verification standards for frozen products
- Supply & Service Performance: Own Costco service metrics, including fill rate and on-time/in-full (OTIF) delivery, coordinate with depots and distribution, and lead recovery plans for out-of-stocks or service failures
Core Competencies- Strategic & Results-Oriented: Strong business acumen, strategic thinking, and a demonstrated drive to achieve results and exceed business objectives
- Customer-Focused: Ability to build strong customer relationships while aligning customer needs with organizational goals and strategies
- Leadership & Collaboration: Positive, team-oriented leader with a competitive mindset, strong interpersonal skills, and a commitment to developing others
- Communication & Influence: Exceptional written and verbal communication, presentation, and negotiation skills
- Problem-Solving & Adaptability: Innovative and resourceful thinker with the ability to navigate challenges, manage competing priorities, and adapt to changing business needs
- Organization & Execution: Highly organized, self-motivated professional with strong time management skills, initiative, and accountability for results
Required Skills- Proficient in Microsoft Office, data analysis, and presenting business performance to leadership
- Strong leadership, communication, presentation, and negotiation skills
- Ability to develop and execute strategic business plans while managing day-to-day priorities
- Proven Sales experience managing key national accounts, building strategic partnerships, and driving sales growth across the full product portfolio
- Strong understanding of CPG and Foodservice sales, merchandising, and customer growth strategies
- Ability to collaborate with cross-functional teams to drive business results
- Strong problem-solving skills with the ability to identify opportunities and develop customer solutions
Education and Experience- Bachelor's degree in business or a related field required; MBA preferred
- 7-10+ years of progressive sales experience in CPG, Foodservice, food manufacturing, or related industries, including key national account & broker management
- Proven experience managing large club retail accounts, preferably Costco
- Working knowledge of Costco's buying-office structure and item-approval, new-item, and cost and price change processes
- Familiarity with supplier food safety and quality requirements (e.g., SQF/GFSI), cold-chain standards, and service metrics such as fill rate and OTIF
- Demonstrated success growing sales, expanding distribution, and building strategic partnerships across multiple product categories
- Strong understanding of club channel merchandising, promotional strategies, pricing, and member value propositions
- Experience developing and executing annual business plans, customer-specific strategies, and new product launches
- Proven ability to manage account-level P&L, including revenue, profitability, trade investments, and contract negotiations
- Experience leading sales forecasting, demand planning, and cross-functional execution to meet customer expectations
- Established relationships with senior-level buyers and key decision-makers within national retail accounts
- Experience leading, coaching, and developing sales professionals to achieve business objectives
- Strong analytical, presentation, and negotiation experience, with the ability to influence both customer and executive leadership
Travel Requirements- Ability to (air) travel required 50-70%
Disclaimer: This position description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
