Director, Sales - Club

MGA Entertainment, Inc.•Minneapolis, MN

47d

About The Position

The Sales Director - Club leads and grows MGA Entertainment’s business across Costco, Sam’s Club, BJ’s Wholesale Club, and other strategic club-channel partners. The role owns club-channel sales strategy, retailer relationships, annual planning, product programs, forecasting, negotiations, and execution, developing differentiated, high-volume programs that deliver profitable growth. The position combines strategic account leadership with detailed program execution. The Director translates retailer needs, consumer trends, and MGA’s brand portfolio into compelling retail programs, and is accountable for sales, profitability, forecasting, customer partnerships, and operational execution. The role works closely with internal cross-functional teams and retail partners, coordinates global programs across regions, and reports to the Vice President, Sales. Occasional travel to Los Angeles for retailer meetings, line reviews, sales meetings, and other business events is required.

Requirements

Bachelor’s degree in Business, Commerce, Marketing, or a related field preferred.
7–10+ years of progressive experience in Sales, Account Management, Category Management, Retail, or Consumer Products.
Experience managing major national retail accounts.
Proven success developing retail programs, leading customer presentations, negotiating commercial terms, and delivering profitable growth.
Working knowledge of forecasting, product-development timelines, retailer compliance, logistics, packaging, and quality requirements.
Strong strategic and commercial mindset, including the ability to identify and develop new business opportunities.
Excellent relationship-building, presentation, communication, and negotiation skills.
Strong financial acumen, including understanding of pricing, margins, promotional investments, and account profitability.
Ability to interpret sales data, market trends, consumer insights, and retailer feedback.
Strong organizational and project-management skills, including the ability to lead multiple complex programs.
Proficiency in Microsoft Excel and PowerPoint, with experience using retailer systems and business-intelligence tools.
Proactive, solutions-oriented, highly accountable, detail-oriented, and able to follow through.
Ability to thrive in a fast-paced, collaborative environment with evolving priorities.
Equivalent experience demonstrating strong commercial leadership and customer-management capabilities will also be considered.

Nice To Haves

Experience with Costco, Sam’s Club, BJ’s Wholesale Club, or other club-channel accounts is strongly preferred.
Experience in toys, consumer products, packaged goods, or another product-driven industry is an asset.

Responsibilities

Lead day-to-day management and strategic growth of MGA’s club-channel business.
Develop and execute annual account strategies aligned with revenue, margin, and profitability objectives.
Build relationships with buyers, planners, and other key retailer stakeholders.
Identify opportunities across MGA brands, product categories, and seasonal programs; monitor account performance and recommend growth or corrective actions.
Represent MGA in retailer meetings, line reviews, industry events, and other customer-facing activities, and coordinate information on programs and direction across regions.
Lead line reviews, product presentations, annual planning meetings, and commercial negotiations.
Partner with Product Development and Marketing to create exclusive, differentiated, retailer-specific programs and translate retailer objectives, consumer insights, and market trends into product recommendations.
Develop presentations, pricing strategies, financial proposals, and business cases; negotiate assortment, pricing, volume, promotional support, timing, and other commercial terms.
Own weekly, monthly, and annual sales forecasting for assigned club accounts, including item-level forecasts based on retailer commitments, inventory, promotional timing, sales trends, and market conditions.
Analyze POS, sell-through, inventory, weeks of supply, markdown exposure, and other performance indicators; lead annual planning, budgeting, and financial reviews.
Track results against forecast, budget, and prior year, identify opportunities and risks, recommend corrective actions, and communicate business updates to leadership and cross-functional partners.
Lead programs from concept and costing through retailer approval, production, shipment, and launch; manage samples, packaging, testing, approvals, manufacturing, and delivery timelines.
Coordinate with Product Development, Marketing, Finance, Demand Planning, Supply Chain, Customer Service, Quality, and Operations; communicate priorities and risks and lead problem-solving to protect customer commitments.
Anticipate production and supply-chain risks, including material lead times, capacity constraints, testing requirements, and Chinese New Year timing.
Ensure retailer requirements for compliance, logistics, packaging, pallet configuration, testing, and quality are met.
Monitor purchase orders, inventory availability, production timing, and on-time delivery; help resolve deductions, chargebacks, compliance concerns, and other operational issues.
Maintain accurate forecasts, pricing, item setup, retailer documentation, and account communications; identify opportunities to improve processes, execution, and accountability.