Posted 3 Nov 2023, 10:00 am

Director of Sales Club at OLIPOP

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The Director of Sales, Club will be responsible for taking ownership of our Club strategy, and managing our Costco & BJ’s Wholesale business, building relationships and trust with our Buyers across the country to help drive increased revenue growth and profitability, while collaborating with the broader OLIPOP team. 


  • Responsible for all aspects of business related to Costco & BJ’s.
  • Manage the club channel’s cost and pricing strategy.
  • Create cost-effective retailer promotional plans for Costco and BJ’s Wholesale. Review plans and demo history to evaluate spend/ROI and increase profitability while growing sales.
  • Responsible for leading the charge on all new item / innovation presentations to Costco and BJ’s Wholesale.
  • Create strategy and priorities for Costco broker partner, to implement approved sales and marketing strategies to optimize sales.
  • Work with commercialization team on club specific product development and collaboration with commercialization and design teams to ensure Costco and BJ’s Wholesale compliance.
  • Responsible for reporting directly to our Sr. Director of Sales on a weekly basis with your retailer’s status and focus.
  • Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives.
  • Monthly meetings with our Demand Planner and Ops team to ensure accurate forecasts with timely communication to meet our production lead times.
  • Meet monthly with our trade marketing team to organize marketing activations to drive brand awareness & coordinate key programs with Costco and BJ’s Wholesale.
  • Must be able to travel and represent OLIPOP at tradeshows, such as Expo West, as well as in person customer meetings and events.



  • Holistic sales skills to align to our strategic goals including:
    • Use of data and data-based story telling
    • Identification of primary and backup strategies
    • Getting that mammoth! Tackling each day with pursuit and vigilance.
    • A high EQ approach to selling and leading a team.
  • Deeply passionate about OLIPOP, and inspired by what we represent. Has the desire and hunger to make an impact.
  • Obsession for understanding customer behavior. Lives, breathes and dreams about how to better reach & understand our consumers.
  • Enthusiastic and comfortable working in an early-stage company. Ability to think rapidly in a growing and changing environment.
  • Ability to take initiative and work autonomously – you can run with something from beginning to end.
  • Works well with ambiguity and asks the right questions to get at the solution.
  • Analyze opportunities quickly and have an ability to execute company goals efficiently.
  • Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.
  • Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication and presentation skills.
  • Competence in Google Suite and Microsoft Suite. Experience with team collaboration tools such as Slack and Zoom preferred.
  • Must be able to work flexible hours and travel, including evenings and weekends for special events/trade shows.
  • Clean driver’s license, reliable transportation and proof of insurance.
  • 5-10 years of experience with a working knowledge of the ins and outs of the club channel and the CPG industry.
  • Costco headquarter level experience is mandatory for this role.


REPORTS TO: Sr.  Director of National Accounts


COMPENSATION: $140,000-150,000 base salary plus bonus 

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