Director of Sales, HABA & Pharmacy, Costco

PLTFRM

18d

About The Position

PLTFRM is seeking a Director of Sales to lead a portfolio of Health & Beauty (HABA) and Pharmacy brands across assigned Costco regions. The role owns revenue growth, distribution expansion, regional buyer relationships, item lifecycle management, and strategic sales execution. It requires in-depth knowledge of Costco’s regional buying structure, merchandising philosophy, promotional programs, operational requirements, and member value expectations, particularly in Health and Pharmacy. The preferred location is within commuting distance of Issaquah, Washington, with travel of up to 10% for client meetings and industry events.

Requirements

• At least 7 years of CPG sales experience with direct Costco account management, specifically in HABA (Dept. 20) and/or Pharmacy (Dept. 93).
• Established relationships with Costco regional buyers and understanding of the roles and decision-making authority of buyers, assistant buyers, and ICS teams.
• Proven success launching, growing, and managing Costco business, with expertise in Health, Pharmacy, vitamins, supplements, and related wellness categories.
• Deep understanding of Costco’s regional merchandising structure, including Kirkland Signature, national brands, rotational assortments, promotional programs, and supplier expectations.
• Strong financial and analytical skills, including pricing, margin management, forecasting, inventory analysis, and business planning.
• Experience managing multiple brands, including founder-led and emerging CPG companies, and developing Costco-specific assortment and commercialization strategies.
• Working knowledge of Costco operational and supply chain requirements, including packaging, palletization, production lead times, freight, and product compliance.
• Excellent communication, presentation, and negotiation skills; strong organizational abilities and attention to detail; proficiency in Excel, PowerPoint, and Word.
• Collaborative, results-oriented approach and ability to balance strategic growth initiatives with day-to-day account execution.
• Located within commuting distance of Issaquah, Washington, as the ideal candidate.
• Able to travel up to 10% for client meetings and industry events.

Responsibilities

• Build and maintain relationships with Costco corporate buying teams, assistant buyers, and ICS teams across HABA and Pharmacy.
• Develop and execute account strategies to drive revenue growth, distribution expansion, and long-term brand success.
• Identify growth opportunities using category insights, assortment planning, innovation, and Costco-specific commercialization strategies.
• Lead buyer presentations, line reviews, new item sell-in, product launches, and post-launch optimization.
• Own pricing, margin, and promotional strategies, including TPDs, MVMs, endcaps, demos, and Special Events.
• Navigate Costco buying and approval processes and ensure timely, accurate submission of Buy Docs, pricing breakdowns, and supporting materials.
• Manage sales forecasts, accrual budgets, commission projections, and SKU-level performance to maximize profitability and in-stock performance.
• Partner with brand and operations teams on packaging, labeling, palletization, production timelines, and supply chain requirements.

Benefits

• Competitive salary and bonus eligibility
• Comprehensive benefits package
• 401K with company match
• Unlimited PTO
• High ownership, high performance, high collaboration culture
• Opportunity to work with leading consumer brands and shape the future of commerce

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed