Director of Sales, HABA, Pharmacy

This is a fully remote position, open to applicants in Washington.

📋 Description

• Oversee a portfolio of Health & Beauty (HABA) and Pharmacy brands at Costco.

• Take responsibility for revenue growth, distribution expansion, buyer relationships, item lifecycle management, and strategic sales initiatives.

• Establish and nurture relationships with Costco's corporate buying team, assistant buyers, and ICS teams.

• Create and implement account strategies aimed at revenue growth, distribution expansion, and long-term brand success.

• Discover new business and growth opportunities through new brands, category insights, assortment planning, innovation, and Costco-specific commercialization strategies.

• Lead buyer presentations, line reviews, new item sell-in, product launches, and post-launch optimization efforts.

• Manage pricing, margin, and promotional strategies, including TPDs, MVMs, endcaps, demos, and Special Events.

• Navigate Costco's buying and approval processes while submitting Buy Docs, pricing breakdowns, and supporting materials.

• Oversee sales forecasts, accrual budgets, commission projections, and SKU-level performance.

• Collaborate with brand and operations teams on packaging, labeling, palletization, production timelines, and supply chain requirements.

• Travel for client meetings and industry events as necessary.

⛳️ Requirements

• Over 7 years of CPG sales experience with direct management of Costco accounts, particularly within HABA (Dept. 20) and/or Pharmacy (Dept. 93).

• Established connections with Costco buyers and a strong understanding of their roles, including assistant buyers and ICS teams.

• Demonstrated success in launching, growing, and managing Costco business.

• Expertise in Health, Pharmacy, vitamins, supplements, and related wellness categories.

• Comprehensive knowledge of Costco's merchandising structure, including Kirkland Signature, national brands, rotational assortments, promotional programs, and supplier expectations.

• Strong financial and analytical skills, encompassing pricing, margin management, forecasting, inventory analysis, and business planning.

• Experience managing multiple brands, including founder-led and emerging CPG companies.

• Working knowledge of Costco's operational and supply chain requirements, including packaging, palletization, production lead times, freight, and product compliance.

• Exceptional communication, presentation, and negotiation skills.

• Strong organizational skills and meticulous attention to detail.

• Proficient in Excel, PowerPoint, and Word.

• Collaborative, results-oriented mindset with the ability to balance strategic growth initiatives with daily account execution.

• Reside within commuting distance of Issaquah, Washington.

• Willingness to travel up to 10% of the time.

🏝️ Benefits

• Competitive salary and bonus opportunities.

• Comprehensive benefits package.

• 401K with company matching.

• Unlimited PTO.

• Remote work environment.

• A culture of high ownership, high performance, and collaboration.

• The chance to work with leading consumer brands and influence the future of commerce.