Job # 2338

Role: VP of Sales, Costco

Location: Los Angeles, California area

Job Description

The Vice President of Sales for Costco reports directly to the Executive Vice President of Sales. This person will call on Costco club stores to sell-in food and beverage products. The primary focus is to achieve year-over-year sales growth by unleashing individual entrepreneurial spirit, while collaborating in a team environment and providing thought leadership.  In addition to calling on Costco the VP of Sales develops existing, and gains new, manufacturer principals.  This person will have relationships throughout the Costco enterprise and leverage relationships to capture more opportunities to create customized products for Costco. These products will be a mixture of private label, company-owned brands, and national/regional brands.


  • Create annual budget and achieve sales goals
  • Request resources needed to accomplish goals
  • Regularly meet with Costco buyers to sell-in programs
  • Build buyer relationships and relationships throughout Costco to sell a multitude of capabilities
  • Negotiate contracts with principals and buyers
  • Uncover opportunities by asking key questions
  • Utilize insights and syndicated data to develop selling points & demonstrate thought leadership
  • Regularly meet with existing principals to enhance their experience, better understand capabilities, & set strategy
  • Lead new principal meetings and the onboarding process
  • Identify, onboard and manage new customers
  • Work closely with the Marketing team to develop new brands/products to meet consumers’ ever changing needs
  • Provide weekly updates to the EVP of Sales to track success
  • Understand and report back competitive landscape and activity
  • Research all channels of trade to understand trends and opportunities


  • Solutions-oriented thinker
  • Minimum of 5 years selling and actively managing business at Costco; and 10 years selling in the food or consumer packaged goods industries
  • College degree required, business concentration preferred
  • Proven track record of growing sales, at Costco
  • Understand pricing, promotion, and margins as they pertain to retail and club segments
  • Exceptional leadership skills
  • Strong ability to multitask
  • Superior attention to detail
  • Entrepreneurial thinking and understands how to use data to sell
  • Outstanding organizational, presentation, and follow-up skills
  • Excellent verbal and written communication
  • Ability to work well on their own, and also collaborate with a cross-functional internal team
  • Travel 50-75% of the time


We offer an excellent benefit package which includes base salary, bonus, 401(k), profit sharing, and 100% health insurance coverage.