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 ca