Director of Sales - Costco (Hardlines)

About Bluebird
We're The Bluebird Group - we're an omnichannel commerce partner that helps brands grow across every retail and digital channel.
We sit at the intersection of retail, eCommerce, media, and data. We help brands show up wherever their customers are (Target, Amazon, Walmart, Costco, Kroger, social commerce like TikTok, and beyond) and drive real sales growth.
We're not just strategists - we're a hands-on team of experienced retail operators who execute across everything from retail media and creative to data, insights, and full go-to-market strategy.
The result: we simplify what's become a really complex retail landscape and help brands scale faster and smarter.
Job Summary
We're looking for a Director of Sales to lead a portfolio of Costco Non-Foods supplier accounts, drive business growth, and build strong relationships with both clients and retailer partners.
This role owns the overall performance of assigned accounts and serves as the primary relationship leader for clients and key Costco stakeholders. You'll identify growth opportunities, develop business strategies, lead customer engagement, and partner with internal teams to deliver results across both in-warehouse and digital channels.
The ideal candidate combines strong Costco relationships with a hands-on approach to account leadership and execution. This person understands how to navigate Costco's organization, uncover opportunities, and turn business plans into measurable results.
What You'll Do
Strategic Leadership

Develop and execute sales strategies that align client objectives with Costco priorities and Bluebird's growth goals

Lead annual business planning, forecasting, promotional planning, and execution across assigned client accounts

Identify opportunities to expand distribution, increase sales, improve profitability, and grow market share

Develop plans that support successful product launches, seasonal programs, and merchandising initiatives

Partner with clients and internal teams to execute growth strategies across both warehouse and digital channels

Identify emerging categories, consumer trends, and market opportunities that help clients expand their business at Costco

Client Leadership & Business Growth

Serve as the primary relationship owner for a portfolio of CPG manufacturer clients

Build and strengthen relationships with Costco buyers, merchants, and key retailer stakeholders

Serve as the primary Bluebird contact for assigned Costco Non-Foods categories, including Consumer Electronics, Small Appliances, Hardware, and related businesses

Provide strategic direction and recommendations that support revenue growth, profitability, and customer acquisition

Lead business reviews, annual planning discussions, line reviews, and key customer meetings

Align client objectives with Costco priorities to drive long-term growth and execution success

Negotiate with both clients and Costco to maximize sales performance and business outcomes

Business Development

Identify and pursue new business opportunities that align with Bluebird's growth strategy

Leverage industry relationships, networking opportunities, trade shows, and market insights to generate new client opportunities

Help emerging and established brands secure placement and accelerate growth within Costco's Non-Foods divisions

Develop and present growth strategies that demonstrate Bluebird's capabilities across sales, analytics, retail media, eCommerce, and omnichannel execution

Partner with leadership to expand Bluebird's presence and influence within Costco

Market Insights & Category Leadership

Stay current on category trends, Costco priorities, competitive activity, and consumer behavior

Analyze category performance, shopper insights, and sales trends to identify growth opportunities

Leverage data and market insights to support client recommendations and retailer conversations

Translate business performance and category trends into actionable growth strategies

Cross-Functional Collaboration & Execution

Partner closely with Retail Account Managers to ensure strong execution across item setup, pallet programs, sales reporting, and retailer initiatives

Collaborate with supply chain, operations, analytics, and retail media teams to support client objectives

Support product launches, promotional programs, and merchandising initiatives from planning through execution

Help resolve business challenges and remove obstacles that may impact account performance

Foster a collaborative and customer-focused approach across internal and external stakeholders

Reporting & Business Performance

Monitor sales performance, forecasts, and key business metrics across assigned accounts

Identify risks, opportunities, and business trends to inform strategic recommendations

Analyze profitability, P&L performance, and category results to support client growth objectives

Prepare and present business reviews, performance summaries, forecasts, and growth recommendations

Ensure clients receive actionable insights that support informed decision-making and long-term success

What We're Looking For
Experience

7+ years of experience managing Costco supplier accounts within a manufacturer, broker, agency, retailer, or commerce organization

Proven success leading client relationships and driving business growth across multiple accounts

Experience calling directly on Costco buyers and managing retailer relationships

Experience supporting Consumer Electronics, Small Appliances, Hardware, General Merchandise, or other Non-Foods categories preferred

Experience managing multiple brands, categories, or client portfolios

Experience developing and executing retailer-specific growth strategies in large retail environments

Experience with financial analysis, profitability management, and business planning

Skills & Competencies

Deep understanding of Costco's merchandising, promotional, and operational processes

Strong business development and relationship management skills

Excellent communication, presentation, and negotiation abilities

Strong analytical and financial acumen, including P&L management and business analysis

Ability to translate data and insights into actionable growth strategies

Strong project management and organizational skills

Comfortable balancing strategic leadership with hands-on execution

Leadership Attributes

Takes ownership and drives results

Builds trust with clients, retailers, and internal teams

Identifies opportunities and acts on them

Thrives in a fast-moving, entrepreneurial environment

Leads with accountability, follow-through, and a customer-first mindset

Our Commitment
We prioritize the inclusion of diverse perspectives. We aspire for all team members to feel like this is a place where they belong. Where they are respected by the company and are empowered to impact the business and achieve their full potential. We understand that relationships built on trust, respect and communication better serve our clients, team members and business.
Disclaimer: This job description outlines typical functions and responsibilities but may evolve based on business needs.
Originally posted on Himalayas