Director of Sales - Costco

About Bluebird We're The Bluebird Group - we're an omnichannel commerce partner that helps brands grow across every retail and digital channel.
We sit at the intersection of retail, eCommerce, media, and data. We help brands show up wherever their customers are (Target, Amazon, Walmart, Costco, Kroger, social commerce like TikTok, and beyond) and drive real sales growth.
We're not just strategists - we're a hands-on team of experienced retail operators who execute across everything from retail media and creative to data, insights, and full go-to-market strategy.
The result: we simplify what's become a really complex retail landscape and help brands scale faster and smarter.
Job Summary

We're looking for a Director of Sales to lead a portfolio of Costco Grocery suppliers, 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. You\'ll identify growth opportunities, develop business strategies, lead customer engagement, and partner with internal teams to deliver results across both in-warehouse and digital channels. The ideal candidate combines strong Costco relationships with a hands-on approach to account leadership and execution. This person understands how to navigate Costco\'s organization, uncover opportunities, and turn business plans into measurable results.
What You\'ll Do
Strategic Leadership
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
Identify emerging categories, consumer trends, and market opportunities that help clients expand their business at Costco
Client Leadership & Business Growth
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
Lead business reviews, annual planning discussions, line reviews, and key customer meetings
Align client objectives with Costco priorities to drive long-term growth and execution success
Negotiate with both clients and Costco to maximize sales performance and business outcomes
Business Development
Identify and pursue new business opportunities that align with Bluebird\'s growth strategy
Leverage industry relationships, networking opportunities, trade shows, and market insights to generate new client opportunities
Help emerging and established brands secure placement and accelerate growth within Costco\'s Grocery division
Develop and present growth strategies that demonstrate Bluebird\'s capabilities across sales, analytics, retail media, eCommerce, and omnichannel execution
Partner with leadership to expand Bluebird\'s presence and influence within Costco
Market Insights & Category Leadership
Stay current on category trends, Costco priorities, competitive activity, and consumer behavior
Analyze category performance, shopper insights, and sales trends to identify growth opportunities
Leverage data and market insights to support client recommendations and retailer conversations
Translate business performance and category trends into actionable growth strategies
Cross-Functional Collaboration & Execution
Partner closely with Retail Account Managers to ensure strong execution across item setup, pallet programs, sales reporting, and retailer initiatives
Collaborate with supply chain, operations, analytics, and retail media teams to support client objectives
Support product launches, promotional programs, and merchandising initiatives from planning through execution
Help resolve business challenges and remove obstacles that may impact account performance
Foster a collaborative and customer-focused approach across internal and external stakeholders
Reporting & Business Performance
Monitor sales performance, forecasts, and key business metrics across assigned accounts
Identify risks, opportunities, and business trends to inform strategic recommendations
Analyze profitability, P&L performance, and category results to support client growth objectives
Prepare and present business reviews, performance summaries, forecasts, and growth recommendations
Ensure clients receive actionable insights that support informed decision-making and long-term success
What We're Looking For
Experience
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 Grocery buyers and managing retailer relationships
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
Leadership Attributes
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
Our Commitment
We prioritize the inclusion of diverse perspectives. We aspire for all team members to feel like this is a place where they belong. Where they are respected by the company and are empowered to impact the business and achieve their full potential. We understand that relationships built on trust, respect and communication better serve our clients, team members and business.
Disclaimer: This job description outlines typical functions and responsibilities but may evolve based on business needs.

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