Senior Sales Manager - Costco

Kevin; California (MO); On-site; USD 170,000 - 185,000; Full time

Job summary

Kevin’s Natural Foods is seeking a strategic Senior Sales Manager - Costco to lead the Costco business across the United States, Mexico, and Canada. You will own the relationship with Costco buyers and category teams, drive distribution, promotions, and profitable growth, and align cross-functional teams to deliver strong execution and ROI.

This role requires 7+ years of CPG sales experience with Costco, strong P&L, negotiation, and data analysis skills, and a willingness to travel up to 50% for

Qualifications

• Bachelor's degree in Business Administration or related field.
• 7+ years of progressive CPG sales experience with Costco account management.
• Proven track record of delivering profitable growth with Costco.
• Analytical mindset with proficiency in syndicated data tools (Circana/IRI, Nielsen) and Excel.
• Excellent communication, presentation, negotiation and influencing skills.
• Experience selling refrigerated, frozen, fresh, better-for-you or meal solutions products.
• Experience scaling revenue and building sales capabilities in a high-growth CPG organization.
• Established relationships with Costco buyers and category teams preferred.
• Willingness to travel 30–50% for meetings and events.

Responsibilities

• Develop and own the annual Costco business plan with revenue, distribution, and trade spending targets.
• Strengthen relationships with Costco buyers and category teams to expand distribution and promos.
• Execute customer-specific growth strategies aligned with Costco merchandising.
• Lead data-driven selling using syndicated data and internal metrics to justify ROI.
• Negotiate pricing, promotions, item introductions, assortment changes and annual plans.
• Conduct business reviews with Costco stakeholders and close gaps to plan.
• Collaborate with marketing, finance, supply chain and operations for product launches and forecasting.
• Support Costco with high-volume operations and service levels.
• Serve as primary liaison between Kevin’s Natural Foods and Costco.
• Identify growth opportunities in refrigerated, frozen and meal solutions categories.

Skills

CPG sales

Costco account mgmt

Data analysis

Circana/IRI

Excel

P&L management

Negotiation

Presentation

Education

Bachelor's degree in Business Administration

Tools

Microsoft Office Suite

Job description

Kevin’s Natural Foods is seeking a strategic and execution-oriented Senior Sales Manager - Costco to drive profitable sales growth across Costco Wholesale in the United States, Mexico, and Canada. In this role, you will own the Costco business, building strong relationships with Costco buyers and category teams while developing and executing customer strategies that drive distribution, innovation placement, promotional success, and long-term profitable growth. You will leverage data and insights to identify opportunities, optimize investments, and align internal cross-functional teams to deliver exceptional execution. This is a high-impact position for a self-starter who thrives in a fast-paced, entrepreneurial environment and can help scale a high-growth brand while strengthening relationships with one of the company's most strategic retail partners.

What You’ll Do:

• Develop and own the annual Costco business plan, delivering targets for revenue, distribution, market share, and profitable trade spending.
• Build and strengthen relationships with Costco buyers and category teams to expand distribution, secure innovation placements, and maximize promotional opportunities.
• Develop and execute customer-specific growth strategies that align with Costco's merchandising philosophy and member value proposition.
• Drive fact-based selling using syndicated data, shopper insights, category trends, and internal metrics to present compelling business cases and maximize ROI.
• Lead all customer negotiations related to pricing, promotions, item introductions, assortment changes, and annual planning processes.
• Conduct regular business reviews with Costco stakeholders, monitor performance, and proactively identify and close gaps to plan.
• Collaborate cross-functionally with marketing, innovation, finance, demand planning, supply chain, and customer service teams to ensure successful product launches, promotional execution, and accurate forecasting.
• Partner closely with internal operations and supply chain teams to support Costco's high-volume business model and maintain exceptional service levels.
• Serve as the primary liaison between Kevin's Natural Foods and Costco, ensuring seamless communication, execution, and issue resolution.
• Identify and capitalize on growth opportunities within the refrigerated, frozen, and meal solutions categories, supporting the company's innovation and expansion strategy.
• Monitor competitive activity, category trends, and emerging opportunities to strengthen Kevin's Natural Foods' position within Costco.
• Other duties as assigned or necessary.

Qualifications:

• Bachelor's degree in Business Administration or a related field.
• 7+ years of progressive CPG sales experience, with direct Costco account management experience required.
• Proven track record of delivering profitable growth with Costco and successfully managing a high-volume national retail account.
• Strong business and financial acumen, including customer P&L management, pricing strategy, promotional planning, and annual business planning processes.
• Analytical mindset with proficiency in syndicated data tools (Circana/IRI, Nielsen), retailer portals, and Microsoft Office Suite, particularly Excel.
• Excellent communication, presentation, negotiation, and influence skills, with the ability to build credibility and drive results across internal and external stakeholders.
• Experience selling refrigerated, frozen, fresh, better-for-you, or meal solutions products preferred.
• Experience helping scale revenue and build sales capabilities within a high-growth CPG organization.
• Established relationships with Costco buyers and category teams strongly preferred.
• Strong understanding of Costco's merchandising strategy, item approval process, promotional cadence, and operational requirements.
• Ability and willingness to travel up to 30-50% for customer meetings, warehouse visits, industry events, and other business activities.

Healthy, Diverse Teams Breed Innovation:

Kevin’s Natural Foods is proud to be an equal opportunity employer. We deeply believe that diverse backgrounds and experiences make better teams, and we seek to attract talent from all walks of life. The team at Kevin’s is smart, humble, and passionate and we value a work environment that fosters personal development and opportunities to move within our small, but quickly growing organization.

More About Kevin’s Natural Foods:

Kevin's Natural Foods is a line of refrigerated and frozen meals, sides, soups, and sauces on a mission to empower even the busiest people to eat clean without sacrificing flavor. Co-founded by Kevin McCray who battled an auto-immune disorder for years, Kevin's Natural Foods was born from his desire to make clean eating seamlessly fit into any lifestyle. Shockingly delicious and made with clean ingredients, Kevin’s products are ready in minutes and always free from gluten, soy, and refined sugar.

In 2023, Kevin’s Natural Foods joined the Mars Food & Nutrition family, allowing us to expand our reach, accelerate innovation, and bring our mission to even more households while staying true to the quality and integrity that define our brand. A true market disruptor, Kevin's is the first clean refrigerated entrée brand working to prove every day that proper nutrition can be as delicious as it is healthy.

Salary Range: $170,000.00- $185,000.00 annually + benefits + bonus

Compensation within this salary range is dependent upon the candidate's experience, education, and relevant qualifications

Kevin's Natural Foods uses E-verify to confirm employment eligibility. For more information, please see the links below:

https://www.everify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster%20Eng_Es.pdf

https://www.everify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf