Sales Director, Club Channel

Sales Director, Club Channel

Base pay range: $/yr - $/yr

Role Overview: Lead and accelerate ZURU's growth across the U.S. Club retail landscape—including Sam's Club, Costco U.S., and BJ's Wholesale. Own strategic direction, customer relationships, business planning, forecasting, and cross‑functional coordination to unlock long‑term profitable growth.

• Develop and execute long‑term strategy for the Club Channel, including assortment, innovation pipeline, pricing, and promotional planning.
• Identify whitespace opportunities, new category expansion, and year‑round vs. seasonal levers to grow ZURU’s presence.
• Lead annual planning with all Club retailers.
• Build and manage a robust item pipeline in partnership with Product, Marketing, and Business Operations.
• Serve as primary point of contact and senior relationship owner for Club retailers.
• Build strong, trust‑based partnerships with merchants, senior leadership, and cross‑functional retail partners.
• Lead line reviews, assortment discussions, business reviews, and strategic top‑to‑top meetings.
• Own the Club P&L, including revenue targets, margin, trade spend, and profitability.
• Deliver accurate forecasting, demand‑planning inputs, and inventory‑management guidance.
• Monitor and analyze performance KPIs, identifying risks, opportunities, and corrective actions.
• Partner closely with Commercial team to shape innovation that meets Club shopper and merchant needs.
• Work with Marketing to develop compelling shopper stories, packaging, and value propositions.
• Collaborate with internal and external teams to ensure on‑time deliveries, cost clarity, logistics planning, and operational excellence.
• Mentor and develop a high‑performing team supporting the Club business.
• Drive ZURU’s culture of speed, accountability, data‑driven decision‑making, and relentless improvement.
• Represent ZURU values while influencing internally and externally with clarity and conviction.

• 5–8+ years of sales experience within consumer goods, toys, seasonal, CPG, or related categories.
• 3+ years managing major Club accounts (Sam’s, Costco, BJ’s).
• Proven track record owning P&L, forecasting, and delivering sustainable revenue and profitability growth.
• Deep understanding of Club merchant processes, buyer expectations, item set‑up, and operational requirements.
• Strong communication, negotiation, and presentation skills.
• Analytical mindset with comfort using data, financial models, and insights tools.
• Highly organized with the ability to manage multiple programs and timelines.
• Entrepreneurial spirit, proactive mindset, and ability to thrive in a fast‑paced, high‑growth organization.

At ZURU, we cultivate a high‑performing culture that encourages excellence. Our team works toward ambitious goals, learns, performs, and improves together—all while having fun. We empower talented individuals to do their best work every day.

We recognize that ZURU’s success stems from our people; you can only be at your best when you are looking after yourself. ZURU encourages all team members to invest in their wellbeing by providing an array of benefits and tools.

Eligibility for a bonus.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.