Regional Sales Director

Job Title: Regional Sales Director (Costco)
Location: Los Angeles/San Diego, CA
Department: Sales
Reports To: AMPD President 

About Us

AMPD is a sales agency that represents clients (manufactures, brands, etc.) at the world’s largest club store, Costco. The AMPD team has over 100 years’ experience working with clients and calling on Costco directly. AMPD is a partner to clients and helps them craft brand strategy, develops selling stories for Costco key decision makers to influence new distribution, promotional programs and other activities that drive velocity in Costco stores (and online) to maintain everyday space as well as drive rotational programs with innovation, etc.

AMPD is a subsidiary of PLTFRM, which is an industry-leading omnichannel commerce growth accelerator. The Company owns and operates a portfolio of specialized sales agencies that drive revenue for its brand partners via digital and brick-and-mortar retail channels, including Walmart, Target, Costco, Amazon, Tik Tok, Sam’s Club, Best Buy, Walgreens, Grocery, and numerous additional online marketplaces. The Company’s best-of-breed, mission-critical managed services include omnichannel sales strategy, E-commerce optimization, supply chain and logistics management, digital marketing, content services, demand forecasting, retail analytics, and category management. Across our client base we manage over $11 billion in annual retail sales for our 600+ clients.  Established in 2005 and privately held, the company has a long history of accelerating brand growth for consumer brands of all sizes, stages, and industry verticals.

Position Overview

The Regional Sales Director, Sales is responsible for managing a broad portfolio of brands and SKUs across all food, beverage, and sundries categories. This role requires strong business acumen, tactical sales thinking, and exceptional communication skills to drive regional performance, meet sales and commission objectives, and ensure long-term success for brand partners within assigned Costco regions.

The Regional Director will proactively understand and anticipate buyer needs and market trends, guiding brands to meet these requirements profitably and effectively.

Key Qualifications

The ideal candidate will possess:

• Extensive experience selling directly to Costco regional buyers, with strong working relationships and familiarity collaborating with buyers, assistant buyers and ICSs.
• Comprehensive knowledge of Costco’s organizational structure, including the responsibilities and decision-making authority of Assistant Buyers and ICS team members.
• Deep understanding of Costco operational standards, including go-to-market processes, supplier expectations, value requirements, packaging guidelines, palletization standards, and the ability to manage promotional programs (TPDs, MVMs, endcaps, demos, Special Events).
• High proficiency in Word, Excel, PowerPoint, and email, with the ability to quickly adopt internal systems such as SharePoint and Slack.
• Solid awareness of regional departmental dynamics, including the mix of Kirkland Signature products, national brands, and regional rotational items.
• Basic understanding of supply chain operations, including print styles and lead times, production cycles, freight considerations and Incoterms, and relevant FDA and Customs regulations.

Primary Responsibilities

• Help adapt strategic presentations and product offerings to suit regional dynamics.
• Implement agreed pricing, value propositions, and promotional support for all offerings.
• Track, manage, and report on accrual budgets.
• Ensure timely and accurate submission of all follow-up materials, including buy documents, value explanations, and pricing breakdowns.
• Navigate the Costco buying and approval process, with a strong understanding of Buy Doc content and requirements.
• Help build regional sales forecasts and commission projections using disciplined analytical methods.
• Keep internal stakeholders informed of all significant developments within assigned regions and categories.