Sales Manager, Costco

True Classic

3d•Remote

About The Position

True Classic is hiring a Sales Manager to own its US Costco business across in-warehouse roadshows, inline programs, and Costco.com. The role leads the Costco US buyer relationship, roadshow strategy, and commercial plan, with accountability for strong sell-through, profitable show economics, and timely, executable plans for Operations. It suits a commercially driven, analytical, solution-oriented person who can grow a club account while creating structure and processes in a fast-paced, evolving environment. True Classic roles are global and omni-channel, with responsibilities across product categories, geographies, and sales and marketing channels. This role will influence DTC, retail, wholesale, marketplaces, and emerging channels, supporting strategic alignment and operational excellence across the company. The Sales Manager owns buyer engagement and the Costco buying calendar; prepares presentations, cost proposals, and business reviews; develops and manages the roadshow calendar and P&L; leads inline programs and Costco.com setup; and coordinates commercial plans and operational handoffs. The role also serves as the internal point of contact for Costco US and collaborates with Operations, Demand Planning, Analytics, Marketing, Creative, Product Development, and agency partners.

Requirements

At least 5 years of sales or account management experience, with a record of growing a club or big-box account.
Experience selling and running Costco roadshows, or comparable club roadshow or event-selling programs, with P&L accountability.
Strong financial acumen and analytical skills, with knowledge of retail math.
Advanced Excel or Google Sheets skills and comfort working in an ERP; NetSuite is preferred.
Ability to build strong, trusted buyer relationships and create processes where none exist.
Working knowledge of roadshow and wholesale operations, including 3PLs, transfer orders, bills of lading, pallet builds, and routing, sufficient to plan realistically.
Demonstrated ability to work cross-functionally and remotely, with strong attention to detail and organizational skills.

Nice To Haves

Experience with Sam’s Club, BJ’s, or Costco Canada.
Experience with Costco inline, including EDI purchase orders and vendor approval sheets.
Experience managing demo or staffing agencies.
Uses AI and automation tools to build trackers and dashboards instead of updating them by hand.

Responsibilities

Own the Costco US buyer relationship across roadshows and inline, including business reviews, top-to-tops, and seasonal planning.
Manage the club buying calendar, including line reviews, roadshow submissions, seasonal placements, and follow-on programs.
Prepare and deliver item presentations, cost proposals, and business reviews for club buyers and cross-functional leadership.
Prepare for market week and attend key club events, including regional market appointments, line reviews, vendor summits, trade shows, and showroom appointments.
Compile monthly competitive analyses of brands within Costco.
Bring new business and category opportunities to the Head of Wholesale.
Build the annual roadshow calendar, selecting doors based on performance data and planning show formats, timing, and submissions.
Own roadshow P&L and show economics; track weekly sell-through and pacing, and make add/cut decisions using clear rules.
Visit key club locations during top-ranked shows to support setup and train roadshow staff on product knowledge.
Partner with roadshow representatives and agency heads to support selling, product training, store images, and representative communication.
Manage roadshow staffing and demo agency partners based on sales performance and cost.
Lead inline programs, including purchase orders, terms, floor-set timing, and sell-through.
Own Costco.com end to end, including product detail pages, item setup, and inventory feeds.
Prioritize sell-through over sell-in to drive reorders and protect margin.
Handle order entry, credit resolution, and post-launch performance tracking.
Deliver each wave’s commercial plan—including shows, doors, dates, quantities, and display needs—to Operations and Demand Planning by the lock date; communicate buyer-driven changes the same day.
Coordinate with Production and Operations to ensure on-time, in-full delivery against club shipping windows and pallet requirements.
Hold Operations partners to agreed handoffs and escalate execution misses that affect sales.
Maintain accurate business records by logging confirmed orders on receipt, keeping sales feeds and item data clean, and understanding the P&L in detail.
Serve as the internal point of contact for Costco US questions, drive daily selling updates, and run a weekly operating rhythm with clear owners, decisions, and escalations.
Partner with Operations to execute commercial plans and resolve issues affecting sales.
Work with Demand Planning to confirm supply cover before lock dates and align on post-lock changes.
Collaborate with Wholesale Analytics to review P&L versus actuals and show pacing.
Partner with Marketing on activations that drive traffic and meet sales KPIs.
Work with Creative and Product Development to develop packaging for inline and roadshows.
Collaborate with roadshow staffing and demo agencies to support in-warehouse selling and product knowledge.