Director of Sales, HABA & Pharmacy, Costco

ABOUT PLTFRM 

PLTFRM is an industry-leading, tech-enabled omnichannel commerce growth partner helping consumer brands win wherever people shop. Through specialized teams and connected capabilities across sales, retail execution, e-commerce, media, analytics and supply chain, all powered by proprietary data and AI, we help emerging and established brands expand distribution, scale smarter and accelerate growth. Our technology turns retail and consumer signals into faster decisions and sharper execution, so our partners can move at the speed of today's shopper.

Founded in 2005, more than 700 PLTFRM employees support over 800 brand partners across digital, mass, club, natural and conventional retail channels, including Amazon, Walmart, Target, Best Buy, Costco, Whole Foods Market, TikTok Shop and other leading retailers and marketplaces. Together, we influence more than $12 billion in annual retail sales across categories ranging from food and wellness to pet, electronics and general merchandise.

Built on authentic relationships, progressive thinking and undeniable execution, PLTFRM is a place for people with an entrepreneurial spirit who are hungry to win and driven to add value. The people who thrive here are team-oriented problem solvers who care deeply about their work, their clients and one another. We give talented people the opportunity to take ownership, build meaningful partnerships and help great brands reach more consumers.

If you set a high bar for yourself and then look for ways to clear it, you'll fit right in. We're looking for ambitious, self-motivated people who want their work to make a visible impact and who are ready to grow as fast as the brands we serve.

We are looking for a Director of Sales, Costco, responsible for leading a portfolio of Health & Beauty (HABA) and Pharmacy brands across assigned Costco regions. This leader will own revenue growth, distribution expansion, regional buyer relationships, item lifecycle management, and the execution of strategic sales initiatives. 

The role requires deep knowledge of Costco's regional buying structure, merchandising philosophy, promotional programs, operational requirements, and member value expectations, particularly within Health and Pharmacy. 

The ideal candidate will be located within commuting distance of Issaquah, Washington. You will also be required to travel up to 10% of the time for client meetings and industry events. 

WHAT YOU’LL OWN 

• 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 growth opportunities through 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. 

WHAT YOU’LL BRING 

• 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 regional 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 regional 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. 

WHAT PLTFRM OFFERS 

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

EQUAL EMPLOYMENT OPPORTUNITY 

PLTFRM is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, pregnancy, sexual orientation, national origin, age, disability, or any other characteristic protected by applicable laws. We are dedicated to growing a diverse team of highly talented people. We’re dedicated to building a workplace where we give each other the strategies, support, and space we each need to thrive. 

PLTFRM provides reasonable accommodations throughout the recruitment process. If you need an accommodation to apply, interview or participate in any part of the hiring process, please let us know.