Job Summary
We're looking for a Director of Sales to lead a portfolio of Costco Grocery suppliers, drive business growth, and build strong relationships with both clients and retailer partners.
This role owns the overall performance of assigned accounts and serves as the primary relationship leader for clients and key Costco stakeholders. You'll identify growth opportunities, develop business strategies, lead customer engagement, and partner with internal teams to deliver results across both in-warehouse and digital channels.
The ideal candidate combines strong Costco relationships with a hands-on approach to account leadership and execution. This person understands how to navigate Costco's organization, uncover opportunities, and turn business plans into measurable results.
What You'll Do
Strategic Leadership
- Develop and execute sales strategies that align client objectives with Costco priorities and Bluebird's growth goals
- Lead annual business planning, forecasting, promotional planning, and execution across assigned client accounts
- Identify opportunities to expand distribution, increase sales, improve profitability, and grow market share
- Develop plans that support successful product launches, seasonal programs, and merchandising initiatives
- Partner with clients and internal teams to execute growth strategies across both warehouse and digital channels
- Identify emerging categories, consumer trends, and market opportunities that help clients expand their business at Costco
Client Leadership & Business Growth
- Serve as the primary relationship owner for a portfolio of CPG manufacturer clients
- Build and strengthen relationships with Costco buyers, merchants, and key retailer stakeholders
- Provide strategic direction and recommendations that support revenue growth, profitability, and customer acquisition
- Lead business reviews, annual planning discussions, line reviews, and key customer meetings
- Align client objectives with Costco priorities to drive long-term growth and execution success
- Negotiate with both clients and Costco to maximize sales performance and business outcomes
Business Development
- Identify and pursue new business opportunities that align with Bluebird's growth strategy
- Leverage industry relationships, networking opportunities, trade shows, and market insights to generate new client opportunities
- Help emerging and established brands secure placement and accelerate growth within Costco's Grocery division
- Develop and present growth strategies that demonstrate Bluebird's capabilities across sales, analytics, retail media, eCommerce, and omnichannel execution
- Partner with leadership to expand Bluebird's presence and influence within Costco
Market Insights & Category Leadership
- Stay current on category trends, Costco priorities, competitive activity, and consumer behavior
- Analyze category performance, shopper insights, and sales trends to identify growth opportunities
- Leverage data and market insights to support client recommendations and retailer conversations
- Translate business performance and category trends into actionable growth strategies
Cross-Functional Collaboration & Execution
- Partner closely with Retail Account Managers to ensure strong execution across item setup, pallet programs, sales reporting, and retailer initiatives
- Collaborate with supply chain, operations, analytics, and retail media teams to support client objectives
- Support product launches, promotional programs, and merchandising initiatives from planning through execution
- Help resolve business challenges and remove obstacles that may impact account performance
- Foster a collaborative and customer-focused approach across internal and external stakeholders
Reporting & Business Performance
- Monitor sales performance, forecasts, and key business metrics across assigned accounts
- Identify risks, opportunities, and business trends to inform strategic recommendations
- Analyze profitability, P&L performance, and category results to support client growth objectives
- Prepare and present business reviews, performance summaries, forecasts, and growth recommendations
- Ensure clients receive actionable insights that support informed decision-making and long-term success
What We're Looking For
Experience
- 7+ years of experience managing Costco supplier accounts within a manufacturer, broker, agency, retailer, or commerce organization
- Proven success leading client relationships and driving business growth across multiple accounts
- Experience calling directly on Costco Grocery buyers and managing retailer relationships
- Experience managing multiple brands, categories, or client portfolios
- Experience developing and executing retailer-specific growth strategies in large retail environments
- Experience with financial analysis, profitability management, and business planning
Skills & Competencies
- Deep understanding of Costco's merchandising, promotional, and operational processes
- Strong business development and relationship management skills
- Excellent communication, presentation, and negotiation abilities
- Strong analytical and financial acumen, including P&L management and business analysis
- Ability to translate data and insights into actionable growth strategies
- Strong project management and organizational skills
- Comfortable balancing strategic leadership with hands-on execution
Leadership Attributes
- Takes ownership and drives results
- Builds trust with clients, retailers, and internal teams
- Identifies opportunities and acts on them
- Thrives in a fast-moving, entrepreneurial environment
- Leads with accountability, follow-through, and a customer-first mindset
Disclaimer: This job description outlines typical functions and responsibilities but may evolve based on business needs.
