[Remote] Director of Sales, HABA & Pharmacy, Costco

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Note: The job is a remote job and is open to candidates in USA. PLTFRM is hiring a Director of Sales to lead a portfolio of Health & Beauty and Pharmacy brands at Costco. The role owns revenue growth, distribution expansion, buyer relationships, item lifecycle management, and strategic sales execution.


Responsibilities

  • Build and maintain strong relationships with Costco corporate buying team, assistant buyers, and ICS teams across HABA and Pharmacy
  • Develop and execute account strategies that drive revenue growth, distribution expansion, and long-term brand success
  • Identify new business and growth opportunities through new brands, category insights, assortment planning, innovation, and Costco-specific commercialization strategies
  • Lead buyer presentations, line reviews, new item sell-in, and product launches through execution and post-launch optimization
  • Own pricing, margin, and promotional strategies, including TPDs, MVMs, endcaps, demos, and Special Events
  • Navigate Costco's buying and approval processes, ensuring timely and accurate submission of Buy Docs, pricing breakdowns, and supporting materials
  • Manage sales forecasts, accrual budgets, commission projections, and SKU-level performance to maximize profitability and in-stock performance
  • Partner with brand and operations teams on packaging, labeling, palletization, production timelines, and supply chain requirements

Skills

  • 7+ years of CPG sales experience with direct Costco account management, specifically within HABA (Dept. 20) and/or Pharmacy (Dept. 93)
  • Established relationships with Costco buyers and a strong understanding of the roles and decision-making authority of buyers, assistant buyers, and ICS teams
  • Proven success launching, growing, and managing Costco business, with strong expertise in Health, Pharmacy, vitamins, supplements, and related wellness categories
  • Deep understanding of Costco's merchandising structure, including Kirkland Signature, national brands, rotational assortments, promotional programs, and supplier expectations
  • Strong financial and analytical skills, including pricing, margin management, forecasting, inventory analysis, and business planning
  • Experience managing multiple brands, including founder-led and emerging CPG companies, with the ability to develop Costco-specific assortment and commercialization strategies
  • Working knowledge of Costco's operational and supply chain requirements, including packaging, palletization, production lead times, freight, and product compliance
  • Excellent communication, presentation, and negotiation skills, with strong organizational abilities, attention to detail, and proficiency in Excel, PowerPoint, and Word
  • A collaborative, results-oriented approach with the ability to balance strategic growth initiatives and day-to-day account execution

Benefits

  • Bonus eligibility
  • Comprehensive benefits package
  • 401K + Company match
  • Unlimited PTO
  • Remote Work Environment
  • A high ownership, high performance, high collaboration culture
  • The opportunity to work with leading consumer brands and shape the future of commerce

Company Overview

  • PLTFRM is a consulting firm that supports start-ups and established businesses with custom design, digital, retail, and marketing services. It was founded in 2005, and is headquartered in Los Angeles, California, USA, with a workforce of 501-1000 employees. Its website is

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