Sales Director - Costco Global Accounts (Fitness Industry)

About the role

We are seeking a highly accomplished Sales Director - Costco Global Accounts to lead one of the company's most strategic retail partnerships. This Director-level position is responsible for driving profitable sales growth, expanding our global footprint, and strengthening our long-term partnership with Costco Worldwide.

The Sales Director will develop and execute a comprehensive global Costco strategy that delivers sustainable revenue growth across all Costco regions, including the United States, Canada, Mexico, United Kingdom, Japan, South Korea, Taiwan, Australia, New Zealand, China, Spain, France, Iceland, and Sweden. This leader will work cross-functionally with Product Development, Supply Chain, Marketing, Operations, Finance, and Executive Leadership to identify opportunities for product expansion, geographic growth, and increased market share.

The ideal candidate is an experienced strategic sales leader with an exceptional track record managing Costco, successfully launching new products, negotiating complex retail programs, and driving long-term profitable growth.

This position requires working in-office a minimum of three (3) days per week.

Key Responsibilities

Global Costco Strategy & Business Development

• Develop and execute a comprehensive global Costco growth strategy that aligns with the company's long-term business objectives.
• Own the global Costco business across all operating regions and identify opportunities to expand product assortment and increase market penetration.
• Build and execute multi-year strategic plans that drive profitable revenue growth globally.

Account Leadership

• Build trusted partnerships with Costco buyers, merchandising teams, regional offices, and executive leadership.
• Lead annual line reviews, category reviews, business planning meetings, and executive presentations.
• Negotiate annual programs, pricing strategies, promotional calendars, product launches, and long-term agreements.
• Develop strategies that maximize both retailer profitability and company margins.

Revenue & Profitability Management

• Own annual revenue, gross margin, operating profit, and P&L performance for the Costco business.
• Deliver annual sales, profitability, and market share objectives.
• Monitor financial performance and proactively identify opportunities to improve margins, reduce costs, and optimize promotional spending.
• Develop pricing strategies that balance competitiveness with profitability.
• Analyze sales performance, inventory trends, promotional effectiveness, and consumer demand to make informed business decisions.

Cross-Functional Leadership

• Partner closely with Marketing, Operations, Supply Chain, Finance, Product Development, Quality, and Customer Service.
• Ensure flawless execution of product launches, replenishment programs, and promotional initiatives.
• Improve forecasting accuracy through collaboration with demand planning teams.
• Lead internal business reviews and communicate strategic priorities across departments.

Market Intelligence

• Monitor retail trends, competitive activity, consumer behavior, and industry developments.
• Identify opportunities to expand category leadership within Costco.
• Utilize retail analytics and market data to influence assortment decisions and future product development.
• Recommend innovative strategies that strengthen the company's competitive position within Costco.

Leadership

• Mentor, coach, and develop members of the sales organization.
• Foster a high-performance culture focused on accountability, collaboration, innovation, and continuous improvement.
• Provide strategic guidance to executive leadership regarding Costco business opportunities and long-term growth initiatives.

Required Qualifications

• Bachelor's degree in Business, Marketing, Finance, or a related field.
• 8+ years of progressive sales leadership experience within consumer products, sporting goods, fitness equipment, or durable goods.
• Minimum of 5+ years successfully managing Costco as a National Account.
• Demonstrated success growing multi-million-dollar retail businesses.
• Extensive experience leading annual business planning, line reviews, pricing negotiations, and product launches.
• Strong understanding of Costco's merchandising philosophy, promotional calendar, inventory management, and operational processes.
• Experience working with international business teams and global retail strategies.
• Ability to travel domestically and internationally as required.

Core Competencies
The ideal candidate will possess exceptional abilities in:

• Strategic Thinking
• Global Business Development
• Executive Relationship Management
• P&L Management
• Financial Analysis
• Revenue Growth Strategy
• Business Planning
• Negotiation
• Executive Communication
• Leadership & Team Development
• Cross-Functional Collaboration
• Forecasting & Demand Planning
• Category Management
• Market Analysis
• Problem Solving
• Organizational Excellence
• Project Management
• Presentation Skills
• Decision Making
• Adaptability

Key Performance Objectives

• Deliver annual revenue and profit targets for the Costco business.
• Expand the company's presence across Costco's global warehouse network.
• Increase product placements and assortment depth across all Costco regions.
• Successfully launch new products that generate incremental revenue.
• Improve gross margin and operating profitability while maintaining strong retailer partnerships.
• Increase global distribution through coordinated international expansion strategies.
• Improve forecast accuracy, inventory productivity, and supply chain efficiency.
• Deliver sustainable year-over-year growth while strengthening the global brand presence within Costco.

Why Join Us?
This is an opportunity to lead one of the most important retail partnerships in the fitness industry. As Sales Director - Costco Global Accounts, you will play a pivotal role in shaping the company's global growth strategy, introducing innovative fitness products to millions of Costco members worldwide, and expanding our brand across one of the world's most respected retailers. You will have direct influence on international expansion, product innovation, and long-term business success while working alongside an entrepreneurial leadership team committed to growth and excellence

The pay range for this role is:

150,000 - 160,000 USD per year (Norco)