Account Director, Costco Wholesale

Fabletics•El Segundo, CA

2d•Hybrid

About The Position

Fabletics is currently looking for an Account Director, Costco Wholesale. The Account Director will own and operate the Costco business for Fabletics end-to-end. This role is responsible for driving strategy, execution, and performance across one of the company’s highest visibility wholesale accounts. Success requires strong commercial instincts, disciplined project management, and the ability to influence both external buyers and internal cross-functional teams. This role has direct ownership over a strategic growth account and high visibility with senior leadership. The Account Director is expected to operate with a high degree of independence and accountability, driving both day-to-day execution and longer-term growth of the Costco business. This role will report to the VP, Wholesale.

Requirements

10+ years of wholesale, retail, or related experience
Direct experience working with Costco required
Proven ability to manage a large, complex retail account with high volume and tight timelines
Strong commercial acumen, including pricing and margin management
Highly organized with the ability to manage multiple workstreams simultaneously
Clear, concise communicator with experience presenting to senior leadership
Comfortable operating with autonomy and accountability in a high-visibility role
Ideal candidate brings foundational AI literacy, including experience using generative AI tools, and a proactive mindset to experiment with new technologies to drive productivity and innovation.

Responsibilities

Own the Costco business, including revenue, profitability, and execution against seasonal objectives
Lead all communication and relationship management with Costco buyers; set agendas, run meetings, and drive outcomes
Oversee seasonal assortments, including style selection, pricing, and positioning
Conduct market research and competitive analysis to inform product strategy and sell-in approach
Negotiate costing and commercial terms to meet margin targets while maintaining competitiveness
Build executive-level presentations and deliver regular reporting to internal leadership on performance, risks, and opportunities
Create and maintain sales tools and materials to support sell-in and storytelling
Drive end-to-end project management across merchandising, production, planning, and fulfillment; ensure timelines and deliverables are met
Track business performance, analyze results, and translate insights into actionable recommendations
Identify opportunities to scale and optimize the Costco partnership
Improve internal systems and operational processes to support growth and efficiency within the wholesale channel