About the Opportunity and Our Vision
Join a high‑impact, remote‑first organization that is redefining how brands partner with the nation’s largest wholesale clubs. As a leader in the brokerage space, we specialize in connecting innovative manufacturers with the buying power of Costco and other elite club retailers. Our clients count on us to navigate complex channel dynamics, launch private‑label successes, and drive sustainable revenue growth. If you thrive in fast‑paced environments, love building C‑level relationships, and have a proven track record of steering multi‑vendor profit and loss (P&L) strategies, this is the role where your expertise will shape the future of national wholesale sales.
Why This Role Matters
Our National Sales Director – Costco Brokerage sits at the strategic heart of the business, responsible for:
- Designing and executing sales strategies that capture new market share within Costco and extending those insights to other club channels.
- Leading cross‑functional teams—including Senior Business Managers, Private‑Label Specialists, and Data Analysts—to achieve ambitious growth targets.
- Managing the full P&L for an extensive portfolio of manufacturers, ensuring profitability while fostering long‑term vendor relationships.
This is a remote, full‑time position with a competitive salary package, comprehensive benefits, and a culture that prizes autonomy, collaboration, and continuous learning.
Key Responsibilities
- Strategic Sales Leadership: Craft and implement a national sales plan focused on Costco’s wholesale ecosystem, while identifying opportunities to expand into Sam’s Club, BJ’s, and other club retailers.
- Private‑Label Innovation: Drive private‑label initiatives from concept through launch, partnering with product development teams to align new items with Costco’s quality standards and shopper expectations.
- P&L Management: Own the financial performance of multiple vendor accounts, monitor margins, forecast revenue, and recommend corrective actions to meet quarterly and annual targets.
- Vendor Relationship Management: Cultivate deep, trust‑based relationships with senior buyers and C‑suite executives at both the retailer and manufacturer levels, acting as the primary point of contact for negotiations, promotions, and problem resolution.
- Market Insight & Trend Analysis: Conduct rigorous research on consumer trends, competitor activities, and category performance to inform strategic recommendations and drive early‑stage product adoption.
- Team Collaboration & Coaching: Partner with Senior Business Managers to align on goals, provide mentorship, and share best practices that elevate the entire sales organization.
- Pipeline Development: Identify and qualify new business opportunities, build robust pipelines, and close high‑value deals that expand our footprint in existing and emerging markets.
- Sales Forecasting & Reporting: Produce accurate, data‑driven forecasts, monitor funnel health, and present performance metrics to senior leadership on a weekly, monthly, and quarterly basis.
- Compliance & Governance: Ensure all sales activities adhere to corporate policies, regulatory requirements, and Costco’s vendor standards.
- Continuous Improvement: Seek efficiency gains through technology adoption, process optimization, and cross‑departmental initiatives that reduce cycle times and improve profitability.
Essential Qualifications
- Minimum 15 years of B2B sales experience with a focus on wholesale club channels, including at least 5 years selling directly to Costco or comparable club retailers.
- Demonstrated success in managing multi‑vendor P&L responsibilities with a track record of achieving double‑digit revenue growth.
- Deep understanding of private‑label development cycles, retail math, and financial metrics such as gross margin, contribution margin, and sell‑through rates.
- Proven ability to influence and negotiate with C‑suite executives, buyers, and senior vendor leadership.
- Exceptional organizational and project management capabilities, with a reputation for meeting aggressive deadlines and juggling competing priorities.
- Advanced proficiency in Microsoft Office, especially Excel (pivot tables, VLOOKUPs, complex formulas, and data visualization).
- Strong verbal and written communication skills, with the ability to craft compelling presentations and persuasive proposals.
- Willingness to travel 25‑50% of the time, including overnight stays at regional distribution centers and retailer headquarters.
- Self‑directed remote work ethic, equipped with a reliable home office setup and high‑speed internet connectivity.
Preferred (But Not Required) Qualifications
- Existing buyer relationships within Costco’s Category Management teams.
- Experience expanding sales efforts beyond Costco into other wholesale club channels (e.g., Sam’s Club, BJ’s Wholesale Club).
- Exposure to brokerage firms or consulting agencies that specialize in retail channel strategy.
- Familiarity with CRM platforms such as Salesforce, HubSpot, or Zoho.
- Professional certifications in sales management, strategic sourcing, or supply chain analytics.
Core Skills & Competencies for Success
- Strategic Thinking: Ability to see the big picture, anticipate market shifts, and translate insights into actionable sales plans.
- Analytical Acumen: Comfortable dissecting large data sets, extracting meaningful trends, and presenting findings to senior stakeholders.
- Negotiation Mastery: Proven record of closing high‑value deals while protecting margin and maintaining strong partnership rapport.
- Leadership Presence: Inspires confidence in internal teams and external partners, fostering collaborative environments and high morale.
- Adaptability: Thrives amid ambiguity and shifting priorities, quickly recalibrating strategies to meet evolving business needs.
- Customer‑Centric Mindset: Prioritizes the buyer’s experience, ensuring product offerings align with shopper expectations and retail standards.
- Technology Savvy: Leverages sales enablement tools, data analytics platforms, and communication software to drive efficiency.
Career Growth & Development Opportunities
We invest heavily in the professional evolution of our leaders. As a National Sales Director, you will have access to:
- Executive Mentorship: Direct interaction with the Managing Director and senior leadership to refine strategic capabilities.
- Advanced Training Programs: Subsidized enrollment in top‑tier sales, negotiation, and analytics courses (e.g., Coursera, Harvard Business School Online).
- Cross‑Functional Exposure: Opportunities to collaborate with product development, marketing, and supply‑chain teams, broadening your business acumen.
- Leadership Pathways: Clear, merit‑based pathways to senior executive roles such as Vice President of National Accounts or Chief Commercial Officer.
- Performance‑Based Incentives: Quarterly and annual bonus structures tied to individual and company‑wide revenue milestones.
Work Environment & Company Culture
Our remote‑first philosophy empowers you to work from anywhere while staying tightly connected to a collaborative, results‑driven team. We foster a culture built on:
- Transparency: Open communication channels, regular town‑hall meetings, and clear visibility into company goals.
- Inclusivity: A diverse workforce where every voice is valued, and inclusive decision‑making is the norm.
- Innovation: Encouragement to experiment, share ideas, and champion new approaches to market challenges.
- Work‑Life Harmony: Flexible scheduling, generous paid time off, and wellness programs designed to support physical and mental health.
- Technology Enablement: State‑of‑the‑art collaboration tools (Slack, Microsoft Teams, Zoom) that keep remote teams aligned and productive.
Compensation, Benefits & Perks
While the exact salary will be tailored to your experience and market rates, successful candidates can expect:
- Competitive base salary with performance‑based bonus potential.
- Comprehensive health, dental, vision, and life insurance coverage.
- 401(k) plan with company matching contributions.
- Generous paid time off, including vacation, sick days, and holidays.
- Professional development stipend for certifications, conferences, and further education.
- Remote‑work allowance to support home‑office setup (ergonomic furniture, high‑speed internet, etc.).
- Employee assistance programs, wellness initiatives, and mental‑health resources.
Application Process
We’ve streamlined the application experience to respect your time:
- Step 1 – Submit Your Resume: Include a detailed summary of your experience selling to Costco or other wholesale clubs, and highlight any private‑label achievements.
- Step 2 – Answer Two Targeted Questions:
- Describe your experience selling to Costco or the Wholesale Channel.
- Which geographic regions have you previously covered when selling to Costco?
- Step 3 – Initial Phone Screening: A brief conversation with our Talent Acquisition Partner to explore fit and discuss your career aspirations.
- Step 4 – Leadership Interview: Meet with the Managing Director and senior sales leaders to dive deep into strategy, culture, and expectations.
- Step 5 – Offer & Onboarding: Receive a tailored offer package, followed by a structured onboarding program that integrates you into the team within the first 30 days.
Take the Next Step
If you are a visionary sales leader ready to influence the direction of national wholesale partnerships, apply today. Join a forward‑thinking organization where your expertise will not only drive revenue but also shape the future of private‑label innovation for America’s most trusted club retailers.
Apply Now