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About the Company
Our client is a leading sales agency that partners with top consumer brands to drive growth across major retail channels — from club stores and mass retailers to digital marketplaces. With decades of combined experience calling directly on the world’s largest retailers, the team delivers exceptional results through data-driven strategies, strong retail relationships, and deep category expertise.
As a trusted partner, the agency helps brands craft go-to-market strategies, develop compelling selling stories, and execute flawlessly across in-store and online environments. Their mission is to help brands accelerate sales performance through strategic retail partnerships, operational excellence, and executional precision.
About the Role
The Director of Sales – BJ’s Wholesale Club will lead all aspects of the agency’s business within the BJ’s ecosystem, managing client relationships and driving strategic growth initiatives. This role serves as the primary point of contact for BJ’s buyers and brand partners, developing joint business plans, executing promotional strategies, and ensuring optimal distribution and velocity across categories.
The ideal candidate brings deep knowledge of the club channel and a proven ability to build meaningful retail relationships that deliver measurable results.
Key Responsibilities
Serve as the primary liaison for all BJ’s Wholesale Club sales and account management activities.
Develop and execute joint business plans aligned with BJ’s priorities and brand partner objectives.
Drive new distribution, item expansion, and promotional excellence through persuasive sell-in presentations and data insights.
Collaborate with internal Category Management, Analytics, and Marketing teams to translate data (SPINS, IRI, Numerator, BJ’s portal, etc.) into actionable recommendations.
Lead forecasting, promotional planning, and trade spend management to meet volume, profit, and distribution targets.
Advise clients on pricing, packaging, and club-specific go-to-market strategies.
Build and maintain strong relationships with BJ’s buying, replenishment, and merchandising teams.
Monitor performance metrics (ACV, velocity, ROI, etc.) and deliver clear, data-backed performance recaps.
Qualifications
8+ years of sales or account management experience in CPG or retail brokerage, with direct experience managing BJ’s Wholesale Club.
Demonstrated success driving growth through strategic retail partnerships.
Strong understanding of club channel operations, promotion mechanics, and pack configuration strategy.
Skilled in sales analytics, forecasting, and trade management.
Excellent communication, presentation, and negotiation skills.
Highly organized, entrepreneurial, and results driven.
Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
Why Join
This is a unique opportunity to lead brand growth at one of the most influential club retailers in the U.S. You’ll join a collaborative, entrepreneurial team that values strategic thinking, client partnership, and flawless execution.
Help shape how leading brands succeed in the club channel — and play a key role in accelerating their retail success story.