Director of Sales – Costco

Role Overview

Bachan’s is hiring a commercially minded and relationship-first Director of Sales focused on Costco. In this position, you will steward one of the brand’s most important growth accounts, manage the daily customer partnership, and help unlock expansion across current and new product areas.

As Costco remains a major and expanding part of the business, you will work closely with leadership across Sales, Marketing, Supply Chain, Finance, and Operations to deliver smooth execution, strong customer service, and scalable growth. The role calls for someone who can think strategically, move confidently in complex situations, and operate with the speed and flexibility expected in a growing consumer brand.

Key Responsibilities

You will own the customer relationship with Costco and help shape the account strategy for both immediate performance and long-range development. That includes managing day-to-day communication, leading business conversations, and building trusted connections across buyer, replenishment, broker, and other stakeholder teams.

You will also support sales growth by identifying opportunities for wider distribution, new item introductions, promotional improvements, and category expansion. In partnership with senior leadership, you will help guide account strategy as the business and assortment become more complex.

Another major part of the role is forecasting and supply coordination. You will work alongside Supply Chain, Forecasting, Operations, and Customer Service to improve demand visibility, monitor inventory and service risks, manage promotional impact, and support readiness for launches and assortment changes.

In addition, you will coordinate across internal teams including Marketing, Finance, Commercialization, and Operations to keep customer execution aligned. This includes launches, packaging changes, promotional activity, and retailer readiness. You will help streamline communication, keep initiatives prioritized, and contribute to a culture of accountability and teamwork.

On the analytical side, you will review sales results, promotion performance, customer behavior, and key business indicators. Using syndicated data, retailer reporting, and internal tools, you will identify opportunities, flag risks, and share clear recommendations and updates with leadership. You will also support process improvements that strengthen execution and help the organization scale.

Experience and Qualifications

The company is looking for someone with 5–10+ years of experience in sales, customer management, or national account work within CPG, food and beverage, or a related space. Direct Costco or other large national retail account experience is strongly preferred.

Experience in fast-moving, entrepreneurial, or high-growth companies will be valuable, along with a proven track record of growing accounts and driving revenue. You should also have hands-on experience working across forecasting, operations, commercialization, and customer planning functions.

Skills and Competencies

This role requires strong customer relationship management, persuasive communication, and the ability to balance strategic thinking with hands-on execution. Success also depends on collaboration, influence, adaptability, organization, and strong project management. You should be a quick, thoughtful problem solver who can work effectively in changing and sometimes ambiguous environments.

Advanced Excel and PowerPoint skills are expected. Familiarity with data platforms such as Circana, Nielsen, SPINS, or retailer portals is preferred, as is experience with forecasting, reporting, and sales planning tools. Knowledge of ERP or order management systems is a plus.

Preferred Background

Helpful extras include club channel experience, managing complex multi-buyer accounts, supporting rapid SKU growth, and working with founder-led or emerging brands. Background in the food industry is strongly preferred. Exposure to trade planning and revenue management is also an advantage. An MBA or similar advanced degree is preferred, though not mandatory.

Working Conditions

This position is based in a hybrid remote-and-office business setting. The work involves regular use of sight, hearing, speaking, typing, sitting, standing, walking, and bending. The environment is generally moderate in noise level.

The role requires approximately 25–40% travel for customer meetings, market visits, internal planning sessions, industry events, and company meetings.

Supervisory Responsibility

There is no supervisory responsibility attached to this role.

Competencies

• Strategic thinking
• Customer orientation
• Partnership and collaboration
• Ownership and accountability
• Adaptability and agility
• Communication and influence
• Analytical problem solving
• Organizational effectiveness
• Initiative and resourcefulness