Director of Sales - Costco (Hardlines)

About the Role

We're looking for a Director of Sales to lead a portfolio of Costco Non-Foods supplier accounts, drive business growth, and build strong relationships with both clients and retailer partners. This role owns the overall performance of assigned accounts and serves as the primary relationship leader for clients and key Costco stakeholders.

Responsibilities

• Develop and execute sales strategies that align client objectives with Costco priorities and Bluebird's growth goals
• Lead annual business planning, forecasting, promotional planning, and execution across assigned client accounts
• Identify opportunities to expand distribution, increase sales, improve profitability, and grow market share
• Develop plans that support successful product launches, seasonal programs, and merchandising initiatives
• Partner with clients and internal teams to execute growth strategies across both warehouse and digital channels
• Serve as the primary relationship owner for a portfolio of CPG manufacturer clients
• Build and strengthen relationships with Costco buyers, merchants, and key retailer stakeholders
• Provide strategic direction and recommendations that support revenue growth, profitability, and customer acquisition
• Identify and pursue new business opportunities that align with Bluebird's growth strategy
• Stay current on category trends, Costco priorities, competitive activity, and consumer behavior
• Analyze category performance, shopper insights, and sales trends to identify growth opportunities
• Partner closely with Retail Account Managers to ensure strong execution across item setup, pallet programs, sales reporting, and retailer initiatives
• Monitor sales performance, forecasts, and key business metrics across assigned accounts

Requirements

• 7+ years of experience managing Costco supplier accounts within a manufacturer, broker, agency, retailer, or commerce organization
• Proven success leading client relationships and driving business growth across multiple accounts
• Experience calling directly on Costco buyers and managing retailer relationships
• Experience supporting Consumer Electronics, Small Appliances, Hardware, General Merchandise, or other Non-Foods categories preferred
• Experience managing multiple brands, categories, or client portfolios
• Experience developing and executing retailer-specific growth strategies in large retail environments
• Experience with financial analysis, profitability management, and business planning

Skills & Competencies

• Deep understanding of Costco's merchandising, promotional, and operational processes
• Strong business development and relationship management skills
• Excellent communication, presentation, and negotiation abilities
• Strong analytical and financial acumen, including P&L management and business analysis
• Ability to translate data and insights into actionable growth strategies
• Strong project management and organizational skills
• Comfortable balancing strategic leadership with hands-on execution

Qualifications

• Takes ownership and drives results
• Builds trust with clients, retailers, and internal teams
• Identifies opportunities and acts on them
• Thrives in a fast-moving, entrepreneurial environment
• Leads with accountability, follow-through, and a customer-first mindset