Director of Sales, Costco
$158,750–$204,250 year
HybridEvanston, Illinois, United States
Job Summary
Drive sustainable growth by leading customer negotiations, influencing joint business planning, and managing transportation costs for Ornua's temperature-controlled supply chain. Own the visible Costco relationship to maximize brand portfolio performance, expanding market presence within Foodservice and emerging channels. Collaborate across Sales, Marketing, Finance, Supply Chain, and Innovation teams to execute breakthrough growth strategies and build new revenue platforms. This role requires deep Costco expertise, 10+ years of CPG sales leadership, and P&L management skills. Ornua Foods North America operates globally, marketing iconic consumer brands like Kerrygold and Pilgrims Choice alongside customized dairy ingredient solutions.
Required Qualifications
- Deep hands-on Costco experience with a proven track record of growing and winning business
- 10+ years of progressive sales leadership experience within the CPG industry
- Demonstrated success delivering revenue, profit, distribution, and market share growth with complex national customers
- Strong knowledge of Costco operating model, pricing strategies, item management, regional selling approach, and promotional processes
- Expertise in Joint Business Planning, trade investment management, negotiations, and P&L leadership
- Proven ability to lead cross-functional teams and execute customer growth strategies
- Must be able to lift 50 lbs
Desired Qualifications
- Experience building or expanding Foodservice, alternative retail, or emerging customer channels
- Experience leading and developing high-performing sales teams
- Experience within dairy, refrigerated foods, or broader food and beverage categories
- Strong analytical and financial acumen with experience managing trade spend and promotional investments
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