Sales Manager, Costco

True Classic

United States

Remote

USD 120,000 - 160,000

Full time

42 hours ago

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Benefits offered by this job

Unlimited PTO

Health insurance

Merchandise allowance

Wellness stipend

Workspace stipend

Job summary

True Classic is hiring a Sales Manager, Costco to own the US Costco business across in-warehouse roadshows, inline, and Costco.com. You will lead the Costco US buyer relationship, roadshow strategy, and the commercial plan to ensure strong sell-through and profitable show economics.

The role collaborates across DTC, retail, wholesale, marketplaces, and emerging channels, driving operational excellence and enterprise-wide alignment with the Operations and Demand Planning teams.

Qualifications

5+ years of sales or account management experience, growing a club or big-box account.
Experience selling and running Costco roadshows with P&L accountability.
Advanced Excel or Google Sheets skills; ERP experience (NetSuite preferred).
Ability to build strong buyer relationships and create new processes.
Knowledge of roadshow and wholesale operations (3PL, transfer orders, pallets).
Experience working cross-functionally and remotely with attention to detail.
Experience with Sam’s Club, BJ’s, or Costco Canada.
Experience Costco inline, including EDI PO and vendor approval sheets.
Experience managing demo or staffing agencies.
Uses AI/automation tools to build trackers and dashboards.

Responsibilities

Own Costco US buyer relationship and annual roadshow planning.
Manage the club buying calendar and program submissions.
Prepare cost proposals and business reviews for buyers and leadership.
Lead roadshow calendar, P&L, and weekly sell-through tracking.
Own Costco.com pages, inventory feeds, and sell-through prioritization.
Deliver wave-wise commercial plans to Operations and Demand Planning.
Coordinate with production to meet shipping windows.
Maintain accurate sales data and tell the P&L story.
Serve as internal Costco US point of contact for updates.

Skills

Sales experience

Account management

Roadshows experience

Analytical

Cross-functional collaboration

Tools

Excel

NetSuite

Job description

True Classic is hiring a Sales Manager, Costco to take ownership of our US Costco business across in-warehouse roadshows, inline, and Costco.com. This role will lead the Costco US buyer relationship, roadshow strategy, and commercial plan, ensuring strong sell-through, profitable show economics, and a plan our Operations team can execute on time.

This role is ideal for someone who is commercially driven, analytical, and solution-oriented and can grow a club account while building structure and process where none exists in a fast-paced, evolving environment.

All True Classic roles are global and omni-channel, encompassing responsibilities across all product categories, geographies, and sales and marketing channels. This role will have meaningful influence across DTC, retail, wholesale, marketplaces, and emerging channels, ensuring strategic alignment and operational excellence enterprise-wide.

Areas of Accountability

Costco US Account and Buyer Relationship

Own the Costco US buyer relationship across roadshows and inline, including business reviews, top-to-tops, and seasonal planning
Manage the club buying calendar: line reviews, roadshow submissions, seasonal placements, and follow-on programs
Prepare and deliver polished item presentations, cost proposals, and business reviews for club buyers and cross-functional leadership
Prepare for market week and attend key club events wherever buyers are, including regional market appointments, line reviews, vendor summits, trade shows, and showroom appointments
Compile a monthly competitive analysis of all brands within Costco
Bring new business and category opportunities to the Head of Wholesale

Roadshow Strategy and Performance

Build the annual roadshow calendar, including door selection from performance data, show format and timing, and on-time submission
Own roadshow P&L and show economics, track weekly sell-through and pacing, and make add/cut decisions using clear rules
Visit key club locations during top-ranked shows to support set-up and train roadshow staff on product knowledge
Partner with roadshow reps and agency heads to drive selling and product training, store images, and rep communication
Manage roadshow staffing and demo agency partners on sales performance and cost

Inline and Costco.com

Lead inline programs, including purchase orders, terms, floor-set timing, and sell-through
Own Costco.com end to end: all product detail pages, item set-up, and inventory feeds
Prioritize sell-through over sell-in to drive reorders and protect margin
Handle order entry, credit resolution, and post-launch performance tracking

Commercial Planning, Operations Handoffs, and Business Rhythm

Deliver each wave’s commercial plan (shows, doors, dates, quantities, and display needs) to Operations and Demand Planning by the lock date, and communicate any buyer-driven change the same day
Coordinate with production and operations to ensure on-time, in-full delivery against club shipping windows and pallet requirements
Hold Operations partners to agreed handoffs and elevate execution misses that affect sales
Keep the book of business accurate: log confirmed orders on receipt, keep sales feeds and item data clean, and understand the P&L in detail to support decisions that protect it
Serve as the internal point of contact for all Costco US questions, drive daily selling updates, and run a steady weekly operating rhythm with clear owners, decisions, and escalations

Cross-Functional Collaboration

Partner with Operations to turn the commercial plan into executed shows and resolve execution issues that affect sales
Work with Demand Planning to confirm supply cover before each lock date and align on post-lock changes
Collaborate with Wholesale Analytics to review P&L vs. actuals and show pacing
Partner with Marketing on activations that drive traffic and hit sales KPIs
Work with Creative and Product Development to develop all packaging for inline and roadshows
Collaborate with roadshow staffing and demo agencies to ensure strong in-warehouse selling and product knowledge

Qualifications

5+ years of sales or account management experience, with a record of growing a club or big-box account
Experience selling and running Costco roadshows, or comparable club road show or event-selling programs, with P&L accountability
Strong financial acumen, analytical skills, and knowledge of retail math, with advanced Excel or Google Sheets skills and comfort working in an ERP (NetSuite preferred)
Ability to build strong, trusted buyer relationships and create new processes where none exist
Working knowledge of roadshow and wholesale operations (3PLs, transfer orders, bills of lading, pallet builds, routing), enough to plan realistically
Demonstrated ability to work cross-functionally and remotely, with strong attention to detail and organizational skills

Preferred Qualifications

Experience with Sam’s Club, BJ’s, or Costco Canada
Experience with Costco inline, including EDI purchase orders and vendor approval sheets
Experience managing demo or staffing agencies
Uses AI and automation tools to build trackers and dashboards instead of updating them by hand

Workplace Arrangement

This role is remote, based in the US, with 10-15% travel to buyer meetings at Costco headquarters (Issaquah, WA), market week, regional market appointments, and shows, plus occasional trips to our NYC headquarters for cross-functional collaboration and leadership meetings.

Compensation and Benefits

Compensation