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About the Company
This organization is a premier sales agency dedicated to driving growth within Costco Wholesale Club, with particular strength across Health & Beauty Aids, personal care, wellness, and beauty categories.
With decades of combined experience calling directly on Costco buyers, the team partners closely with leading HBA brands to craft compelling selling strategies, optimize club-ready pack configurations, secure new distribution, and execute high-impact promotional programs that drive both velocity and long-term shelf stability.
The company operates as part of a privately held omnichannel commerce platform managing more than $11 billion in annual retail sales across 600+ brand partners. Its integrated services include omnichannel sales strategy, ecommerce optimization, retail analytics, demand forecasting, digital marketing, and supply chain management. The platform supports major retailers including Costco, Walmart, Target, Amazon, Sam’s Club, and others.
Established in 2005, the organization has built a reputation for accelerating growth for consumer brands across competitive, high-margin categories.
About the Role
The Director of Sales will lead HBA brand partners’ business within the Costco ecosystem, acting as a strategic advisor to both clients and Costco buyers. This leader will own joint business planning, distribution expansion, promotional execution, and margin optimization within highly competitive beauty and wellness categories.
Success in this role requires deep expertise in the HBA landscape, including innovation cycles, premium positioning, pack architecture, promotional strategy, and the financial nuances of selling into a membership-based club environment.
This is a highly visible leadership role for someone who understands how to win in Costco’s disciplined, performance-driven merchandising model.
Key Responsibilities
• Serve as primary point of contact for all Costco sales and account management activities across assigned brand partners
• Develop and execute joint business plans aligned with Costco priorities and client growth objectives
• Drive item expansion, new distribution, and promotional performance through compelling sell-in presentations supported by data
• Partner with analytics and category management teams to deliver insights using SPINS, IRI, Numerator, and Costco reporting tools
• Lead forecasting, promotional planning, and trade spend management to achieve revenue and profitability targets
• Advise clients on pricing, packaging, and club-ready go-to-market strategies
• Build strong relationships with Costco buying, replenishment, and merchandising teams
• Monitor ACV, velocity, ROI, and other performance metrics, delivering clear executive-level recaps
• Represent the organization with professionalism, strategic thinking, and operational excellence
Requirements
• Serve as primary point of contact for all Costco HBA sales and account management activities across assigned brands
• Develop and execute joint business plans aligned with Costco category priorities and brand growth objectives
• Drive new item launches, distribution gains, and promotional performance through data-driven sell-in presentations
• Advise brands on club-ready packaging, price-pack architecture, and innovation strategy tailored to the Costco member
• Partner with analytics teams to leverage SPINS, IRI, Numerator, and Costco reporting tools to support strategic decision-making
• Lead forecasting, promotional planning, and trade spend management to achieve revenue and margin targets
• Build strong relationships with Costco buying, replenishment, and merchandising teams within HBA categories
• Monitor velocity, ACV, ROI, and performance metrics, delivering executive-level recaps and forward-looking plans
Compensation & Benefits
• Competitive base salary plus performance-based bonus • Comprehensive benefits package including health, dental, and retirement plans • Unlimited PTO