Sales Director, Club Channel - US
About The Position
The Sales Director of Club Channel is responsible for leading and accelerating ZURU's growth across the U.S. Club retail landscape — including Sam's Club, Costco U.S., and BJ's Wholesale . This role owns the strategic direction, customer relationships, business planning, forecasting, and cross-functional coordination required to unlock long-term profitable growth across the Club Channel. The ideal candidate is a strategic operator with deep experience managing Club accounts, strong financial acumen, and a proven ability to build trusted partnerships across all levels. This person thrives in a fast-paced, entrepreneurial environment and is passionate about driving performance through data, insights and disciplined execution.
Requirements
- 5–8+ years of sales experience within consumer goods, toys, seasonal, CPG, or related categories.
- 3+ years managing major Club accounts required (Sam’s, Costco, BJ’s).
- Proven track record owning P&L, forecasting, and delivering sustainable revenue and profitability growth.
- Deep understanding of Club merchant processes, buyer expectations, item set-up, and operational requirements.
- Strong communication, negotiation, and presentation skills.
- Analytical mindset with comfort using data, financial models, and insights tools.
- Highly organized with the ability to manage multiple programs and timelines.
- Entrepreneurial spirit, proactive mindset, and ability to thrive in a fast-paced, high-growth organization.
Responsibilities
- Strategic Leadership & Business Growth Develop and execute the long-term strategy for the Club Channel, including assortment, innovation pipeline, pricing, and promotional planning.
- Identify whitespace opportunities, new category expansion, and year-round vs. seasonal levers to grow ZURU’s presence.
- Lead annual planning with all Club retailers.
- Build and manage a robust item pipeline in partnership with Product, Marketing, and Business Operations teams.
- Customer Relationship Management Serve as the primary point of contact and senior relationship owner for Club retailers.
- Build strong, trust-based partnerships with merchants, senior leadership, and cross-functional retail partners.
- Lead line reviews, assortment discussions, business reviews, and strategic top-to-top meetings.
- Financial Ownership & Performance Management Own the Club P&L, including revenue targets, margin, trade spend, and profitability.
- Deliver accurate forecasting, demand planning inputs, and inventory management guidance.
- Monitor and analyze performance KPIs, identifying risks, opportunities, and corrective actions.
- Cross-Functional Collaboration Partner closely with Commercial team to shape innovation that meets Club shopper and merchant needs.
- Work with Marketing to develop compelling shopper stories, packaging, and value propositions.
- Collaborate with internal and external teams to ensure on-time deliveries, cost clarity, logistics planning, and operational excellence.
- Leadership & Culture Mentor and develop a high-performing team supporting the Club business.
- Drive ZURU’s culture of speed, accountability, data-driven decision-making, and relentless improvement.
- Represent ZURU values while influencing internally and externally with clarity and conviction.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
