Director of Sales, Costco

Ornua•Evanston, IL

17h•Hybrid

About The Position

Ornua is actively seeking a Director of Sales to join the Ornua Family as we continue our growth trajectory. This position will play a key role in driving transportation excellence, optimizing service performance, managing transportation costs, and ensuring the reliable delivery of products across our temperature-controlled supply chain. As our Director of Sales, Costco, you will own one of the most important and visible customer relationships within Ornua Foods North America. You will be responsible for driving sustainable growth, strengthening strategic partnerships, expanding market presence, and maximizing the performance of our brand portfolio within Costco. This role combines strategic leadership with hands-on execution. You will lead customer negotiations, influence joint business planning initiatives, and collaborate across Sales, Marketing, Finance, Supply Chain, and Innovation teams to deliver breakthrough growth. In addition, you will help identify and build new growth platforms, particularly within Foodservice and emerging channels.

Requirements

Deep hands-on Costco experience with a proven track record of growing and winning business.
10+ years of progressive sales leadership experience within the CPG industry.
Demonstrated success delivering revenue, profit, distribution, and market share growth with complex national customers.
Strong knowledge of Costco operating model, pricing strategies, item management, regional selling approach, and promotional processes.
Expertise in Joint Business Planning, trade investment management, negotiations, and P&L leadership.
Proven ability to lead cross-functional teams and execute customer growth strategies.

Nice To Haves

Experience building or expanding Foodservice, alternative retail, or emerging customer channels.
Experience leading and developing high-performing sales teams.
Experience within dairy, refrigerated foods, or broader food and beverage categories.
Strong analytical and financial acumen with experience managing trade spend and promotional investments.

Responsibilities

Driving sustainable growth with Costco.
Strengthening strategic partnerships with Costco.
Expanding market presence within Costco.
Maximizing the performance of Ornua's brand portfolio within Costco.
Leading customer negotiations.
Influencing joint business planning initiatives.
Collaborating across Sales, Marketing, Finance, Supply Chain, and Innovation teams.
Identifying and building new growth platforms, particularly within Foodservice and emerging channels.