Title: Senior Director, Costco Sales
Reports To: Chief Customer Officer
Location: Seattle, WA (hybrid)

Position Description:

The Senior Director, Costco Sales works closely with the Newell Chief Customer Officer and business segment sales leadership to develop and execute winning Newell strategies for Costco globally. The Senior Director will orchestrate the local activities of a multi-functional team to improve the $400MM Costco business for the company’s Baby, Food, Writing, Appliances & Cookware, Home Fragrance, and Outdoor & Recreation businesses. This position provides dual oversight to a team of National Account Managers and supporting capability functions (Supply Chain, eCommerce, Customer Insights, Customer Finance). This sales leader is responsible for understanding Costco’s key objectives and strategies and translating those into collaborative business plans to deliver long-term mutual growth across all Costco fulfillment models. This role leads the customer interface at the SVP, VP, GMM levels at Costco and is critical to elevating Newell Brands to a preferred partner.

Principal Duties & Responsibilities:

Customer Understanding & Advocate

• Deeply understand Costco’s strategies and executional imperatives. With business segment sales leadership, represent Costco through annual internal Newell commercial planning processes
• Monitor customer strategy and execution, provide quarterly updates and ensure strategic alignment between customer and business segment strategies
• Serve as primary point of contact for business segment leaders in Pan-Newell initiatives that require coordination and execution across multiple Costco departments
• Advocate for team requirements and resources for success to win with these customers

Customer Engagement & Planning

• Engage customer to align on annual customer business plan and performance metrics
• Build horizontal relationships across the Costco enterprise, including Global Merchandising, Business Delivery, Supply Chain, Club Operations, Costco.com and Sustainability
• Activate Pan-Newell priorities and engage customer to develop plans that meet both Newell business segment and customer’s business objectives
• Identify the highest-level mutual opportunities for both Newell and customer
• Provide monthly updates to the business and meet with senior customer contacts (SVP\VP) on a quarterly basis to maintain JBP alignment and a forum for contingency planning\course correction

Leads, Develops and Grows a Winning Team Culture

• In concert with business segment VPs, functional leads and Chief Customer Officer, provide clear accountabilities for Newell sales team; manage and evaluate performance of team
• Drive local team collaboration and integrated teamwork between account management and capability personnel
• Ensure capabilities most valued and needed by customer is optimal to deliver total annual objectives, while effectively managing cost to serve and overheads
• Actively champion diversity and inclusion and employee safety, and foster an engaged customer-centric employee culture
• Identify, coach mentors and develop team members for future leadership roles
• Manage the short- and long-term talent needs of the field-based sales team

Primary Requirements:

• Bachelor’s degree in Business Administration, Marketing or related field
• 12-15 years of successful cross-functional, customer-facing leadership experience within the consumer products industry
• Working knowledge of eCommerce, category management, supply chain, strategic planning and implementation
• Possess exceptional knowledge and business relationships with senior level executives at Costco
• Experience developing and managing custom products with the product development team
• Strong demonstrated record of problem solving and priority setting
• Strong demonstrated track record of achieving tough and demanding goals
• Demonstrated track record of developing collaborative relationships
• Strong communication and listening skills with the ability to adjust style to effectively interact with external customers and internal staff
• Strong record of hiring, managing and promoting top performers