Director of Sales, Costco

Job Title: Director of Sales, Costco

Function: Sales

Reports to: VP of Sales

Location: Remote, with regular presence in Evanston, IL

Position Type: Full-Time

Schedule: Standard business hours with travel as required

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Ornua (meaning “new gold”) is Ireland’s largest exporter of Irish dairy products, proudly bringing the unique taste of Irish dairy to the world since 1961.

Are you a Director of Sales looking for the challenge of taking a mission-driven organization to its next level of success?

Ornua is actively seeking a Director of Sales to join the Ornua Family as we continue our growth trajectory. This position will play a key role in driving transportation excellence, optimizing service performance, managing transportation costs, and ensuring the reliable delivery of products across our temperature-controlled supply chain.

WHY THIS ROLE IS VALUABLE

As our Director of Sales, Costco, you will own one of the most important and visible customer relationships within Ornua Foods North America. You will be responsible for driving sustainable growth, strengthening strategic partnerships, expanding market presence, and maximizing the performance of our brand portfolio within Costco.

This role combines strategic leadership with hands-on execution. You will lead customer negotiations, influence joint business planning initiatives, and collaborate across Sales, Marketing, Finance, Supply Chain, and Innovation teams to deliver breakthrough growth. In addition, you will help identify and build new growth platforms, particularly within Foodservice and emerging channels.

WHAT YOU WILL BRING TO THE ROLE

You are a highly accomplished sales leader with deep Costco expertise and a proven ability to drive growth with complex national accounts. You combine strategic thinking with strong commercial acumen and know how to translate customer insights into actionable business plans.

EXPERIENCE AND REQUIREMENTS

Minimum Qualifications

• Deep hands-on Costco experience with a proven track record of growing and winning business.
• 10+ years of progressive sales leadership experience within the CPG industry.
• Demonstrated success delivering revenue, profit, distribution, and market share growth with complex national customers.
• Strong knowledge of Costco operating model, pricing strategies, item management, regional selling approach, and promotional processes. 
•  Expertise in Joint Business Planning, trade investment management, negotiations, and P&L leadership.
•  Proven ability to lead cross-functional teams and execute customer growth strategies.

Desired Qualifications

• Experience building or expanding Foodservice, alternative retail, or emerging customer channels. 
• Experience leading and developing high-performing sales teams. 
• Experience within dairy, refrigerated foods, or broader food and beverage categories. 
• Strong analytical and financial acumen with experience managing trade spend and promotional investments.

WHY ORNUA?

Ornua is a purpose-driven, values-led co-operative creating value for Irish dairy farming families through our global operations. With 10 business units, 16 production facilities, and in-market teams across the world, we operate through two divisions — Ornua Foods, which markets our iconic consumer brands including Kerrygold and Pilgrims Choice, and Ornua Ingredients, which provides innovative, customized dairy ingredient solutions to our customers.

• Our Values lie at the core of everything we do. Our five values encourage us to Seek and Embrace New Ideas, Make It Happen, Be Our True Selves, Show You Care, and Achieve Great Things Together.
• We invest in our people and foster a culture of continuous learning and improvement.
• Career progression opportunities, including global mobility.
• Comprehensive benefits with region-specific offerings.
• Dynamic Working policy supporting flexible hours and hybrid work options.

PAY RANGE: $158,750 - $204,250

This range represents the overall market pay rate for candidates who meet the necessary qualifications and experience requirements for this role. Actual compensation may vary based on factors such as experience, education, and performance.

TOTAL REWARDS

Total Rewards at Ornua Foods North America will include a competitive salary and annual bonus scheme. The following are a list of other benefits you can avail of: low employee contribution for Medical, Vision and Dental benefits cover; 401k; Paid Time Off; Maternity Leave (20 weeks); Parental Leave; Flexible working; Fitness Reimbursement; Charity Donation; Complimentary Kerrygold products; Free car parking and secure bicycle storage; Free healthy snacks and drinks in the office; Reward & Recognition program; Volunteering opportunities; Long Service Awards.

Would you like to make an impact? Apply today!

Ornua is an equal opportunity employer.  All qualified applicants will be provided with equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disability status, or genetic information.  Ornua is committed to providing reasonable accommodations to individuals with disabilities. If you require an accommodation to complete the application or interview process, please contact Ornua People Services at 833-450-2385 or peopleservicesus@ornua.com. 

This employer participates in E-Verify, a federal program that verifies the identity and employment eligibility of all persons hired to work in the United States. As part of the hiring process, information provided on your Form I-9 will be submitted to the E-Verify system. E-Verify compares your information to records maintained by the Department of Homeland Security and the Social Security Administration.
For more information about E-Verify, please visit www.e-verify.gov.