As a leader and innovator in the snack food industry for over 50 years, J&J Snack Foods provides branded snack foods to foodservice and retail supermarket outlets across the U.S. Its products include such icons as SUPERPRETZEL, ICEE, and Dippin’ Dots along with other key brands like LUIGI’S Real Italian Ice, The Funnel Cake Factory Funnel Cakes, and Hola Churros. J&J also has a strong presence in bakery providing cakes, cookies, and pies to some of the largest grocery and convenience retailers in industry. Our company continues to deliver record sales led by a talented team and a commitment to “Fun Served Here”.

This position is ideally based in Seattle/Issaquah.

Position Summary

The Director of Sales is responsible for developing and executing strategic business plans across Costco to drive revenue, profitability, distribution, and market share growth across multiple product categories. This role proactively identifies growth opportunities, builds strategic customer partnerships, and drives cross-functional collaboration across key customer departments, including Culinary/R&D, Purchasing (Branded & Private Label), Marketing and Store Operations.

The Director of Sales manages both direct and broker-led customer relationships and maintains full profit and loss (P&L) accountability, ensuring achievement of sales and financial objectives while contributing to the organization's overall business performance.

This position reports directly to the Vice President Sales -Strategic Accounts at J&J Snack Foods.

Essential Functions

Customer Partnerships: Build and strengthen relationships with key decision-makers and cross-functional stakeholders to align business objectives and identify strategic growth opportunities
Business Development & Growth: Identify opportunities to expand product distribution, introduce innovation, optimize product mix, and drive incremental sales across assigned accounts
Strategic Account Management: Develop and execute short & long-term business plans for assigned key national accounts to drive revenue, profitability, distribution, and market share growth
Financial Performance: Maintain account-level P&L accountability, including pricing strategies, contract negotiations, customer investments, and achievement of sales and profitability targets
Sales Forecasting & Execution: Lead account forecasting and collaborate with Demand Planning, Supply Chain, and Customer Service to ensure operational alignment and execution against customer commitments
Cross-Functional Leadership: Partner with internal and external stakeholders to resolve business challenges, improve service levels, and execute strategic customer initiatives
Club Channel Execution: Develop and execute strategies suited to Costco's limited-SKU, high-velocity warehouse model, including item rotation, "treasure hunt" items, display-ready packaging, and price-per-unit competitiveness that delivers member value while protecting margin
Program & Item Management: Plan and manage warehouse-wide and regional items, seasonal and event programs, demos and roadshows, Costco Business Center and Costco.com (e-commerce) opportunities, and Kirkland Signature or private label opportunities
Buying Office Relationships: Manage relationships across Costco's national and regional buying structure, including the Issaquah headquarters buying office, and navigate the item-approval, new-item, and cost and price change cycles
Supplier Compliance & Quality: Ensure compliance with Costco supplier requirements, including food safety and quality audits (e.g., SQF/GFSI), EDI and routing requirements, vendor code of conduct, product recall and traceability procedures, and cold-chain and temperature-verification standards for frozen products
Supply & Service Performance: Own Costco service metrics, including fill rate and on-time/in-full (OTIF) delivery, coordinate with depots and distribution, and lead recovery plans for out-of-stocks or service failures

Core Competencies

Strategic & Results-Oriented: Strong business acumen, strategic thinking, and a demonstrated drive to achieve results and exceed business objectives