Senior Director, Club - National Retail Partners

Ashley Furniture Industries; Arkansas; On-site; USD 180,000 - 250,000; Full time

Benefits offered by this job

Health, Dental, Vision

401(k) & Profit Sharing

Tuition Assistance

Employee Discount

Job summary

Ashley Furniture Industries is seeking a Senior Director, Club to lead the commercial strategy, customer relationships, and account-management organization for Costco, Sam’s Club, and BJ’s Wholesale Club. The role drives profitable growth, category expansion, and cross-functional collaboration to align product, supply chain, and insights teams around opportunities.

You will manage negotiations, forecast and P&L performance, and lead new-item launches and events across indoor/outdoor furniture

Qualifications

• 12+ years in national account sales or related field.
• Experience with Costco, Sam’s Club, BJ’s Wholesale Club or similar.
• Strong cross-functional leadership and executive communication.

Responsibilities

• Develop and execute multi-year Club strategy and annual plans for major club partnerships.
• Build relationships with customer executives and key decision-makers.
• Lead the Club account-management team with clear ownership and succession readiness.
• Own negotiations, line reviews, and promotional plans within guardrails.
• Translate data into growth opportunities and executive-ready recommendations.
• Partner with Product, Design, and Manufacturing for differentiated assortments.

Skills

National account

Club retail

Negotiation

Leadership

Data-driven

Education

Bachelor's in business/related

Tools

Microsoft 365

BI platforms

Job description

Build Your Career with Ashley Furniture- Where Innovation Meets Comfort

Who We Are

At Ashley, inspiring the love of home is at the heart of everything we do. As the world’s largest manufacturer of home furnishings, we’re more than a business — we’re a family driven by innovation, competitiveness, and an unwavering commitment to excellence. We persevere through challenges, push beyond the status quo, and constantly seek better ways to deliver an exceptional customer experience. Our solutions-first mindset and dedication to growth are why Ashley remains #1 in our industry.

If you’re ready to grow, you’ve come to the right place. With a true “Growth Mindset,” Ashley Furniture invests in developing future leaders and helps every team member learn from the best in the business.

Senior Director, Club

Summary

Ashley Furniture Industries is seeking a Senior Director, Club to lead the commercial strategy, customer relationships, and account-management organization supporting Costco, Sam’s Club, and BJ’s Wholesale Club. This leader will own profitable growth, category expansion, customer partnership, and execution across indoor and outdoor furniture, bedding and sleep, and other approved home-furnishings categories.

You will create customer-specific strategies while building consistent ways of working across the Club portfolio. Success requires strong commercial judgment, executive-level customer relationships, financial discipline, and the ability to align product, supply chain, operations, finance, digital, and insights teams around the right opportunities.

Responsibilities

• Develop and execute the multi-year Club strategy and annual business plans for Costco, Sam’s Club, and BJ’s Wholesale Club, including revenue, profitability, share, category, and customer-development priorities.
• Build trusted relationships with customer executives, merchants, planners, replenishment teams, ecommerce partners, and other key decision-makers.
• Lead, coach, and hold accountable the Club account-management team, with clear ownership, expectations, development plans, and succession readiness.
• Own customer negotiations, line reviews, business reviews, assortments, pricing architecture, promotional plans, terms, and investment decisions within approved guardrails.
• Translate member, market, category, competitive, and performance data into customer-specific growth opportunities and executive-ready recommendations.
• Partner with Product Development, Design, Engineering, and Manufacturing to create differentiated assortments that meet club economics, packaging, quality, and speed-to-market requirements.
• Partner with Customer Supply Chain to validate demand, inventory, capacity, allocation, packaging, logistics, delivery, and launch readiness before customer commitments are made.
• Drive disciplined forecasting and financial management through customer P&Ls, checkbooks, forecasts, pipelines, scorecards, and corrective action plans.
• Lead new-item launches, seasonal programs, club events, ecommerce expansion, and customer-specific initiatives from identification through post-launch review.
• Resolve customer issues quickly, drive root-cause correction, and improve selling, planning, product-development, content, supply-chain, and service processes.
• Represent the Club portfolio in National Retail Partners leadership forums with clear recommendations on performance, risk, investment, customer needs, and required decisions.

Qualifications

Education

• Bachelor’s degree in Business, Marketing, Finance, Supply Chain, Merchandising, or a related field, or equivalent relevant experience. An advanced degree is preferred.

Experience

• 12+ years of progressive experience in national account sales, club retail, category management, merchandising, commercial leadership, consumer products, or a related field.
• Direct experience with Costco, Sam’s Club, BJ’s Wholesale Club, or comparable centralized retailers.
• Significant people-leadership and cross-functional leadership experience in a complex, matrixed environment.
• Strong knowledge of membership-club economics, item productivity, assortment planning, promotions, ecommerce, retail media, forecasting, replenishment, and supply-chain execution.
• Demonstrated strength in customer leadership, negotiation, strategy, category management, financial analysis, and executive communication.
• Ability to turn complex data into clear customer recommendations, commercial decisions, and compelling executive narratives.
• Negotiations training through GAP, TMG, or an equivalent program. Category management, finance, or continuous-improvement certification is a plus.
• Proficiency with Microsoft 365, spreadsheets, presentation tools, and business-intelligence platforms.

Benefits We Offer

• Health, Dental, Vision, Employee Assistance Program
• Paid Time Off; increases with years of service
• Generous Employee Discount on home furnishings
• Professional Development Opportunities
• Tuition Assistance
• Ashley Wellness Centers (location specific)
• 401(k) and Profit Sharing
• Life Insurance

Our Core Values

• Honesty & Integrity: Acts with transparency, discretion, and ethical judgment. Trusted to handle sensitive information and provide accurate, unbiased insights.
• (Dirty Fingernail: Takes full accountability for outcomes, not just tasks. Inspects details, ensures data accuracy, and follows through to completion.
• Continuous Improvement: Actively seeks better ways to improve templates, tools, and processes. Learns from prior initiatives and embeds lessons into standard work.
• Growth & Results Focus: Understands how transformation initiatives drive growth, cost reduction, and profitability. Keeps work aligned to enterprise priorities.
• Culture of Leadership: Leads through influence, reliability, and example. Builds trust across functions and supports leaders at every level.
• Customer-Centric & Boundaryless: Works across silos for the greater good of the organization. Ensures outputs meet the needs of executives, initiative owners, and teams.
• Operational Excellence: Demonstrates strong organizational discipline, attention to detail, and the ability to translate ambiguity into clear, executable tools.

About

Interested in learning more about Ashley Furniture’s Community Engagement programs, Environmental Stewardship, or our Core Values, click the links below:

Corporate Social Responsibility

View Our Corporate Brochure

We are an Equal Opportunity Employer and provide a drug-free working environment. While Ashley appreciates the interest of all candidates only those meeting specific position requirements may be contacted. This job description does not constitute a written or implied contract of employment. The company reserves the right to revise or change job duties and responsibilities as the need arises.

• Please note this position is not eligible for current or future employment sponsorship. Candidates must be legally authorized to work in the United States without the need for visa sponsorship now or at any time in the future.