Sales Manager - Costco

True Classic is hiring a Sales Manager, Costco to take ownership of our US Costco business across in-warehouse roadshows, inline, and Costco.com. This role will lead the Costco US buyer relationship, roadshow strategy, and commercial plan, ensuring strong sell-through, profitable show economics, and a plan our Operations team can execute on time.

This role is ideal for someone who is commercially driven, analytical, and solution-oriented and can grow a club account while building structure and process where none exists in a fast-paced, evolving environment.

All True Classic roles are global and omni-channel, encompassing responsibilities across all product categories, geographies, and sales and marketing channels. This role will have meaningful influence across DTC, retail, wholesale, marketplaces, and emerging channels, ensuring strategic alignment and operational excellence enterprise-wide.

Areas of Accountability

Costco US Account and Buyer Relationship

• Own the Costco US buyer relationship across roadshows and inline, including business reviews, top-to-tops, and seasonal planning

• Manage the club buying calendar: line reviews, roadshow submissions, seasonal placements, and follow-on programs

• Prepare and deliver polished item presentations, cost proposals, and business reviews for club buyers and cross-functional leadership

• Prepare for market week and attend key club events wherever buyers are, including regional market appointments, line reviews, vendor summits, trade shows, and showroom appointments

• Compile a monthly competitive analysis of all brands within Costco

• Bring new business and category opportunities to the Head of Wholesale

Roadshow Strategy and Performance

• Build the annual roadshow calendar, including door selection from performance data, show format and timing, and on-time submission

• Own roadshow P&L and show economics, track weekly sell-through and pacing, and make add/cut decisions using clear rules

• Visit key club locations during top-ranked shows to support set-up and train roadshow staff on product knowledge

• Partner with roadshow reps and agency heads to drive selling and product training, store images, and rep communication

• Manage roadshow staffing and demo agency partners on sales performance and cost

Inline and Costco.com

• Lead inline programs, including purchase orders, terms, floor-set timing, and sell-through

• Own Costco.com end to end: all product detail pages, item set-up, and inventory feeds

• Prioritize sell-through over sell-in to drive reorders and protect margin

• Handle order entry, credit resolution, and post-launch performance tracking

Commercial Planning, Operations Handoffs, and Business Rhythm

• Deliver each wave’s commercial plan (shows, doors, dates, quantities, and display needs) to Operations and Demand Planning by the lock date, and communicate any buyer-driven change the same day

• Coordinate with production and operations to ensure on-time, in-full delivery against club shipping windows and pallet requirements

• Hold Operations partners to agreed handoffs and escalate execution misses that affect sales

• Keep the book of business accurate: log confirmed orders on receipt, keep sales feeds and item data clean, and understand the P&L in detail to support decisions that protect it

• Serve as the internal point of contact for all Costco US questions, drive daily selling updates, and run a steady weekly operating rhythm with clear owners, decisions, and escalations

Cross-Functional Collaboration

• Partner with Operations to turn the commercial plan into executed shows and resolve execution issues that affect sales

• Work with Demand Planning to confirm supply cover before each lock date and align on post-lock changes

• Collaborate with Wholesale Analytics to review P&L vs. actuals and show pacing

• Partner with Marketing on activations that drive traffic and hit sales KPIs

• Work with Creative and Product Development to develop all packaging for inline and roadshows

• Collaborate with roadshow staffing and demo agencies to ensure strong in-warehouse selling and product knowledge

Qualifications

• 5+ years of sales or account management experience, with a record of growing a club or big-box account

• Experience selling and running Costco roadshows, or comparable club road show or event-selling programs, with P&L accountability

• Strong financial acumen, analytical skills, and knowledge of retail math, with advanced Excel or Google Sheets skills and comfort working in an ERP (NetSuite preferred)

• Ability to build strong, trusted buyer relationships and create new processes where none exist

• Working knowledge of roadshow and wholesale operations (3PLs, transfer orders, bills of lading, pallet builds, routing), enough to plan realistically

• Demonstrated ability to work cross-functionally and remotely, with strong attention to detail and organizational skills

Preferred Qualifications

• Experience with Sam’s Club, BJ’s, or Costco Canada

• Experience with Costco inline, including EDI purchase orders and vendor approval sheets

• Experience managing demo or staffing agencies

• Uses AI and automation tools to build trackers and dashboards instead of updating them by hand

Workplace Arrangement

This role is remote, based in the US, with 10–15% travel to buyer meetings at Costco headquarters (Issaquah, WA), market week, regional market appointments, and shows, plus occasional trips to our NYC headquarters for cross-functional collaboration and leadership meetings.

Compensation and Benefits

Compensation

• Competitive salary

• Performance bonus

• 401(k) plan with 3% company match

Time Off

• Unlimited PTO and sick time

Health and Wellness

• Company-paid medical, dental, and vision insurance

• $100 per month Health and Wellness stipend

• Free Employee Assistance Program

Work and Growth Support

• $100 per month Personal Workspace/Office stipend

Perks

• $1,000 per year True Classic merchandise allowance