Director of Sales - Costco and Target

About the Role

We’re looking for a Director of Sales to lead our Costco and Target businesses while identifying and developing high-potential white-space opportunities. This leader will drive profitable growth through strategic customer partnerships, disciplined execution, and strong cross-functional leadership. They will be accountable for delivering sales, distribution, market share, and profitability objectives across the Welch’s portfolio, while building sustainable growth plans that strengthen both our customer relationships and our brands.

This role will be fully remote from your home office, preferably located near the city where customer headquarters reside with travel up to 25% of the time.

Responsibilities

• Commercial & Cross-Functional Leadership
  • Develop, execute, and monitor business goals and omni-channel strategies for Costco, Target, Schnucks, Hy-Vee, and white-space opportunities, with a focus on profitable growth, distribution, market share, and customer performance.
  • Lead through influence by establishing clear business priorities, objectives, and expectations across cross-functional partners to drive accountability and disciplined execution.
  • Collaborate with Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, and Operations to develop and deliver integrated customer strategies and solutions.
  • Influence internal stakeholders to align resources, priorities, capabilities, and investments behind the highest-impact customer and growth opportunities.
  • Foster a culture of collaboration, ownership, continuous improvement, and customer-centric decision-making across internal and external partnerships.
  • Drive process improvements that strengthen business planning, forecasting, execution, and customer service.
  • Provide strategic leadership and guidance during customer negotiations, line reviews, joint business planning, and other critical business discussions.
• Business Planning & Execution
  • Lead customer planning processes including annual operating plans, forecasting, promotional planning, and investment management (Trade).
  • Ensure alignment between customer plans and Welch’s broader commercial, brand, and operational objectives/plans.
  • Monitor sales performance, market trends, inventory health, and forecast accuracy to proactively identify risks and opportunities.
  • Drive best-in-class execution of new item launches, promotional programs, merchandising initiatives, and seasonal activations.
  • Partner closely with Supply Chain and Demand Planning to optimize service levels, inventory management, and customer fill rates.
• Analytics & Insights
  • Leverage Circana, club/retailer POS, syndicated data, shopper insights, and internal analytics to identify growth opportunities and inform strategic decisions.
  • Translate data into actionable business recommendations that improve customer performance and strengthen category leadership.
  • Lead business reviews and executive presentations with compelling, insight-driven storytelling.
  • Monitor competitive activity and market dynamics to ensure Welch’s remains positioned for sustainable growth.

Requirements

• Bachelor’s degree required; MBA preferred.
• 5–7 years of progressive sales experience within the CPG industry, including sales leadership and direct customer responsibility.
• Demonstrated experience developing strategy, translating it into actionable plans, and leading execution against key priorities.
• Strong ability to identify strategic growth initiatives, set priorities, and communicate effectively across functions and levels of the organization.
• Direct experience calling on and managing the Costco business required.
• Strong proficiency in Microsoft Excel, PowerPoint, and Word.
• Ability to travel approximately 25% to Welch’s headquarters, customer meetings, and retailer locations.

Benefits

• Paid Time Off and Holidays.
• Paid Volunteer Time Off: 40 hours of paid volunteer time for all non-union employees.
• Development & Advancement: Access to LinkedIn Learning as well as both formal and informal opportunities to develop and grow your career.
• Compensation Package consisting of competitive base salary and annual incentive plan (bonus).
• 401K plan with generous company match.
• Flexible benefits from your first day, including:
  • Health, Dental & Vision Insurance.
  • Health Savings Accounts.
  • Life and accident insurance.
  • Employee Assistance Programs.
  • Tuition reimbursement program.
  • Additional benefits available through Perks at Work.
• Paid parental (and adoption) leave – available after 12 months of employment.
• Hybrid work model: Flexible & collaborative work environment to maximize well-being & success.

Pay

The anticipated hiring base salary range for this position is $190,000 to $205,000 annually for US-based employees. This range reflects the minimum and maximum base salary for the position across all US locations and is based on a full-time work schedule. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. In addition to base salary, this role is eligible for participation in a bonus plan.