Sales Director, Costco

Global Sports Jobs Limited; Portland (OR); Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Robust medical coverage and 401k with匹

Hybrid work model

Education assistance

Paid parental leave

Disability and life insurance

Job summary

adidas is seeking a strategic Head of Costco US to lead the Walmart? No, Costco US account strategy and growth initiatives. The role focuses on profitable growth, brand protection, and executive alignment with Costco leadership.

You will own forecasting, inventory health, and cross-functional execution with Product, Marketing, Planning, Finance, and Supply Chain to deliver on-time programmes, with a focus on elevating adidas' marketplace impact across footwear and apparel.

Qualifications

• Deep understanding of wholesale, club, retail, and consumer dynamics, with experience managing complex national or regional accounts.
• Strong commercial acumen and ability to manage revenue, margin, investment, inventory, and account profitability.
• Advanced forecasting, analytical, and problem-solving skills; able to turn data into focused decisions and action.
• Exceptional negotiation and influencing skills with senior internal and external stakeholders.
• Ability to balance customer growth with brand, distribution, and marketplace considerations.

Responsibilities

• Own the Costco US account strategy, annual operating plan, revenue, margin, forecast, and profitability commitments.
• Build trusted, senior-level relationships with Costco management and decision-makers, aligning adidas priorities with Costco's member value proposition and growth agenda.
• Lead assortment architecture across footwear and apparel, balancing consumer demand, item productivity, price-value, brand standards, and supply availability.
• Drive disciplined forecasting, receipt planning, inventory management, and risk mitigation to improve availability, sell-through, and forecast accuracy while minimising excess inventory and markdown exposure.
• Partner with Finance to manage the account P&L, including pricing, financial investment, margin, markdown support, and other commercial levers.
• Translate market, consumer, competitive, and item-level insights into clear commercial strategies and executive recommendations.
• Lead cross-functional execution with Product, Marketing, Planning, Finance, Supply Chain, and Account Management to deliver programmes on time and in full.
• Develop compelling customer presentations, line reviews, business reviews, and negotiations supported by clear data and strategic storytelling.
• Lead the sales team to execute account strategies, deliver financial targets, and build strong customer partnerships through clear direction, collaboration, and accountability.
• Hire, coach, and develop a high-performing team; establish clear priorities, accountability, and succession plans.

Skills

Wholesale experience

Executive relationship building

Forecasting & analytics

Negotiation & influence

Cross-functional leadership

Education

Bachelor's degree in business/marketing/finance

Tools

Advanced Excel

Job description

About the Role

The role leads the adidas Costco business across the US, delivering sustainable, profitable growth while protecting brand equity. It owns the strategic customer partnership, commercial plan, product assortment, demand forecast, inventory health, and cross-functional execution required to drive sell-in, sell-through, and long-term marketplace impact. The position sits within the Sales team and leads the sales team to execute account strategies and deliver financial targets.

Key Responsibilities

• Own the Costco US account strategy, annual operating plan, revenue, margin, forecast, and profitability commitments.
• Build trusted, senior-level relationships with Costco management and decision-makers, aligning adidas priorities with Costco's member value proposition and growth agenda.
• Lead assortment architecture across footwear and apparel, balancing consumer demand, item productivity, price-value, brand standards, and supply availability.
• Drive disciplined forecasting, receipt planning, inventory management, and risk mitigation to improve availability, sell-through, and forecast accuracy while minimising excess inventory and markdown exposure.
• Partner with Finance to manage the account P&L, including pricing, financial investment, margin, markdown support, and other commercial levers.
• Translate market, consumer, competitive, and item-level insights into clear commercial strategies and executive recommendations.
• Lead cross-functional execution with Product, Marketing, Planning, Finance, Supply Chain, and Account Management to deliver programmes on time and in full.
• Develop compelling customer presentations, line reviews, business reviews, and negotiations supported by clear data and strategic storytelling.
• Lead the sales team to execute account strategies, deliver financial targets, and build strong customer partnerships through clear direction, collaboration, and accountability.
• Hire, coach, and develop a high-performing team; establish clear priorities, accountability, and succession plans.

Required Experience & Qualifications

• Deep understanding of wholesale, club, retail, and consumer dynamics, with experience managing complex national or regional accounts.
• Strong commercial acumen and ability to manage revenue, margin, investment, inventory, and account profitability.
• Advanced forecasting, analytical, and problem-solving skills; able to turn data into focused decisions and action.
• Exceptional negotiation and influencing skills with senior internal and external stakeholders.
• Ability to balance customer growth with brand, distribution, and marketplace considerations.
• Strong executive communication and presentation skills, including concise storytelling with data.
• Demonstrated enterprise leadership across functions, categories, and countries in a matrixed organisation.
• Proven people leadership, coaching, and talent-development capability.
• Comfort operating through ambiguity, changing priorities, and time-sensitive business decisions.
• Bachelor's degree in business, marketing, finance, or a related field; equivalent combination of education and experience considered.
• Eight or more years of progressive sales, key account, wholesale, retail, or commercial leadership experience.
• Demonstrated success leading a large, complex account and delivering profitable growth against financial targets.
• People-management experience required.
• Ability to travel as required to support customer meetings, market visits, and internal business priorities.

Preferred Skills

• Experience with Costco, the club channel, or another high-volume value retailer strongly preferred.
• Experience leading cross-functional teams without direct authority preferred.

Workplace

• Hybrid work policy requires attendance in the office Monday through Thursday, with the flexibility to work remotely on Friday each week.
• For work requiring a high degree of collaboration or an in-person presentation, in-office attendance is required even on Friday.
• The working language is English.

Salary

• Eligible to earn an annual bonus based on company performance.

Benefits & Perks

• Robust and progressive medical coverage, including HSA with employer funding or FSA options, dental, vision, and prescription drug coverage.
• Adoption support, including surrogate and fertility support.
• Short and long-term disability, and basic life and AD&D insurance, which can be supplemented with employee-paid coverage.
• 401k plan and Stock Purchase Plan with employer match.
• Education assistance for full-time employees.
• Generous leave policies including 12 weeks of paid parental leave.
• Prorated flexible time off accruing at .4388 hours per day, increasing with years of service.
• Eleven paid holidays throughout the calendar year.
• Service Time Off during milestone years.

About the Company

Through sport, adidas believes it has the power to change lives.