Director of Sales - Costco

J&J Snack Foods•Tacoma, WA

About The Position

J&J Snack Foods is seeking a Director of Sales responsible for developing and executing strategic business plans across Costco to grow revenue, profitability, distribution, and market share across multiple product categories. The role identifies growth opportunities, builds strategic customer partnerships, and leads cross-functional collaboration with Costco departments including Culinary/R&D, Purchasing (Branded and Private Label), Marketing, and Store Operations. The Director manages direct and broker-led customer relationships and has full account-level P&L accountability. The position is ideally based in Seattle/Issaquah and reports to the Vice President Sales - Strategic Accounts at J&J Snack Foods. Air travel of 50–70% is required. The role covers strategic account management, business development, forecasting, financial performance, and execution tailored to Costco's limited-SKU, high-velocity warehouse model. Responsibilities also include planning and managing regional and warehouse-wide items, seasonal programs, demos and roadshows, Business Center and Costco.com opportunities, and Kirkland Signature or private-label opportunities. The Director manages relationships across Costco's national and regional buying structure and ensures compliance with supplier requirements, food safety and quality standards, service metrics, and distribution requirements.

Requirements

Bachelor's degree in business or a related field.
7–10+ years of progressive sales experience in CPG, Foodservice, food manufacturing, or related industries, including key national account and broker management.
Proven sales experience managing key national accounts, building strategic partnerships, and driving growth across a full product portfolio.
Experience managing large club retail accounts; Costco experience is preferred.
Working knowledge of Costco's buying-office structure and item-approval, new-item, and cost and price change processes.
Familiarity with supplier food safety and quality requirements such as SQF/GFSI, cold-chain standards, and service metrics such as fill rate and OTIF.
Demonstrated success growing sales, expanding distribution, and building strategic partnerships across multiple product categories.
Strong understanding of club-channel merchandising, promotional strategies, pricing, and member value propositions.
Experience developing annual business plans, customer-specific strategies, and new product launches.
Experience managing account-level P&L, including revenue, profitability, trade investments, and contract negotiations.
Experience leading sales forecasting, demand planning, and cross-functional execution to meet customer expectations.
Established relationships with senior-level buyers and key decision-makers within national retail accounts.
Experience leading, coaching, and developing sales professionals.
Strong analytical, presentation, and negotiation experience, with the ability to influence customers and executive leadership.
Proficiency in Microsoft Office, data analysis, and presenting business performance to leadership.
Strong leadership, communication, presentation, negotiation, problem-solving, collaboration, and organizational skills; ability to develop and execute strategic plans while managing day-to-day priorities.
Ability to travel by air 50–70%.

Nice To Haves

MBA.
Prior experience managing Costco accounts.

Responsibilities

Build and strengthen relationships with Costco decision-makers and cross-functional stakeholders, aligning business objectives and identifying growth opportunities.
Identify opportunities to expand product distribution, introduce innovation, optimize product mix, and drive incremental sales.
Develop and execute short- and long-term business plans for assigned national accounts to grow revenue, profitability, distribution, and market share.
Manage account-level P&L, including pricing strategies, contract negotiations, customer investments, and sales and profitability targets.
Lead account forecasting and collaborate with Demand Planning, Supply Chain, and Customer Service to align operations and meet customer commitments.
Partner with internal and external stakeholders to resolve business challenges, improve service levels, and execute customer initiatives.
Develop Costco strategies suited to its limited-SKU, high-velocity warehouse model, including item rotation, treasure-hunt items, display-ready packaging, and competitive price per unit while protecting margin.
Plan and manage warehouse-wide and regional items, seasonal and event programs, demos and roadshows, Costco Business Center and Costco.com opportunities, and Kirkland Signature or private-label opportunities.
Manage relationships across Costco's national and regional buying structure, including its Issaquah headquarters buying office, and navigate item approvals, new-item processes, and cost and price changes.
Ensure compliance with Costco supplier requirements, including food safety and quality audits, EDI and routing requirements, vendor code of conduct, recall and traceability procedures, and cold-chain and temperature-verification standards for frozen products.
Own Costco service metrics, including fill rate and OTIF delivery; coordinate with depots and distribution and lead recovery plans for out-of-stocks or service failures.
Lead, coach, and develop sales professionals to achieve business objectives.
Travel by air as required, approximately 50–70%.