Sales Director - Costco

Schwan's Company; Saint Paul (MN); Hybrid; USD 120,000 - 200,000; Full time

Benefits offered by this job

Car allowance

Health benefits

Time off

Retirement plan

Job summary

CJ Schwan’s is seeking an experienced Director of Sales to lead and grow a Costco business with responsibility for revenue, profitability, and long-term growth. Open to Minneapolis-based onsite or remote candidates in the eastern U.S.

near a major airport, you will shape strategies, strengthen relationships with Costco Buyers, and drive distribution and item productivity. As a senior leader, you will manage broker relationships, leverage data and market insights, lead business reviews, and

Qualifications

• Bachelor’s degree or equivalent with 10+ years in sales or commercial leadership.
• Experience managing major retail customers, Costco preferred.
• Strong understanding of Costco business, promotions, and merchandising.
• Exceptional leadership and stakeholder influence across senior teams.
• Solid financial acumen including P&L, forecasting, and ROI optimization.
• Cross-functional leadership with broker management and data fluency in Excel/PP.

Responsibilities

• Own and lead the annual Costco business plan for revenue, profit, and market share.
• Develop and execute long-term growth strategies aligned with Costco’s model.
• Build and maintain relationships with Costco Buyers and key decision-makers.
• Lead broker relationships and ensure alignment of priorities.
• Identify distribution gains, innovations, and promotional opportunities.
• Leverage insights and data to develop strategic recommendations.
• Lead business reviews, monitor performance, and close gaps.
• Partner with Marketing, Finance, Innovation, Supply Chain, and CS to ensure execution.
• Manage and optimize trade investments to maximize ROI.

Skills

Leadership

Sales leadership

Account management

Excel

PowerPoint

Forecasting

Negotiation

Communication

Travel 20%

Education

Bachelor’s degree or equivalent

Tools

CRM tools

Sales analytics tools

Job description

Open to Minneapolis-based onsite candidates or remote candidates located in the eastern U.S. near a major airport.

At CJ Schwan’s, we don’t just make food — we help create moments that matter. From kids devouring pizza after soccer practice, to students laughing over dumplings in a cafeteria, to families enjoying pie during the holidays, our team members play an important role in bringing those everyday moments to life. Our portfolio includes iconic pizzas, global flavors, and timeless desserts from brands like Red Baron®, bibigo®, Tony’s®, Big Daddy’s®, Freschetta®, Pagoda®, Edwards® and Mrs. Smith’s®. Enjoyed in homes, schools, restaurants and just about everywhere people shop and eat, our products reflect a commitment to quality, innovation, and the power of food to bring people together.

We are seeking an experienced Director of Sales to lead and grow a high-impact Costco business with responsibility for driving sales, profitability, and long-term customer growth. In this role, you’ll shape and execute strategies that strengthen our partnership with Costco, expand distribution, improve item productivity, and unlock new growth opportunities across the warehouse club channel. If you are a strategic, customer-focused leader who understands Costco’s business and knows how to turn strong customer relationships into results and thrives in a high-impact role, enjoy influencing across teams, and are energized by building winning customer partnerships, we’d love to hear from you!

What You Will Do:

• Own and lead the annual Costco business plan, delivering revenue, profit, market share, distribution, and trade investment objectives.
• Develop and execute long-term growth strategies aligned with Costco’s merchandising philosophy and member value proposition.
• Build and maintain relationships with Costco Buyers and key decision-makers across multiple Departments.
• Serve as the senior leader managing broker relationships, ensuring alignment and flawless execution of business priorities.
• Identify and secure distribution gains, innovation placements, and promotional opportunities to accelerate growth.
• Leverage consumer insights, syndicated data, category trends, and financial analysis to develop strategic business recommendations.
• Lead customer business reviews, monitor performance, and implement actions to close gaps and exceed objectives.
• Partner cross-functionally with Marketing, Finance, Innovation, Supply Chain, Demand Planning, and Customer Service to deliver exceptional execution and service levels.
• Manage and optimize trade investments to maximize ROI and profitable growth.

What We Look For:

• Bachelor’s degree or equivalent combination of education and experience, with 10+ years of progressive sales, account management, or commercial leadership experience, preferably in CPG, food, beverage, or consumer products.
• Proven success managing major retail customers, with direct Costco Wholesale experience preferred, and a track record of delivering revenue, profit, and category growth.
• Strong understanding of Costco’s business and merchandising model, including member value, promotions, item introductions, and customer-specific strategies.
• Exceptional customer leadership and relationship-building skills, with the ability to influence senior stakeholders and lead complex negotiations and presentations.
• Strong financial and business acumen, including P&L management, forecasting, and the ability to translate customer strategies into profitable growth.
• Proven cross-functional leadership experience, including broker management and execution of complex customer initiatives, with strong proficiency in Excel, PowerPoint, and sales analytics tools.
• Up to 20% domestic travel required

What We Offer:

• The base salary range for this position is $120,000 to $200,000 annually, with eligibility for a 30% annual incentive bonus based on organizational performance and car allowance.
• Beyond base salary, we offer a competitive Total Rewards package designed to support your overall well-being, including comprehensive health benefits, time off programs, and retirement and financial offerings.

CJ Schwan’s and its subsidiaries are Equal Opportunity Employers. All qualified applicants will be considered without regard to race, color, religion, gender, age, disability, veteran status, national origin, or any other protected characteristic.

We provide reasonable accommodations for individuals with disabilities or sincerely held religious beliefs. For accommodation requests or assistance with the application, please email [e-mail].