Head of Costco; -Wide, Global

Reports to

Chief Commercial Officer (dotted lines to Divisional Presidents)

Lead the enterprise Costco strategy and operating model across divisions while divisions retain product ownership. This role improves outcomes over time by building strong account leadership, disciplined execution, clear commercial guardrails, and superior visibility into sell-through—recognizing that Costco is item-driven, merchant-led, and inherently volatile.

• Own the global Costco relationship and ensure a one-voice approach across divisions for U.S. and CA/UK/JP/KR/MX.
• Build and drive an annual Global Joint Business Plan (JBP) by category and region, including rotations vs. flow, price points,  extensions, and exit approaches.
• Negotiate global commercial terms and discounts with Costco management, aligning funding and guardrails to shared goals (fast sell-through, clean exits, fewer markdowns).
• Establish and run a company-wide Costco operating cadence (weekly Costco Council, monthly performance reviews, seasonal line-review calendars) and ensure clear follow-up and accountability.
• Implement a practical stage‑gate process for Costco programs (concept → and owners across divisions).
• Continuously improve profitability using controllable levers: IMU engineering, cost/pack optimization, logistics and TI/HI improvements, promo ROI discipline, returns reduction, packaging savings, chargeback prevention, and exit‑cost management.
• Serve as the internal owner of Circana, ensuring consistent reporting, adoption, and integration into decision‑making; monitor sell‑through and inventory by item/region/.com and convert insights into actions with divisional teams.
• Set and enforce packaging, compliance, and pallet standards appropriate for Costco globally (ticketing/labeling, testing requirements, pallet cards, pack architecture), improving first‑pass yield and reducing rework.
• Partner with Customer Supply Chain to deliver strong service levels: OTIF, fill rate, ASN/EDI accuracy, DC flow, and shortage/chargeback prevention and recovery.
• Treat warehouse and  as distinct businesses; ensure content readiness and fit/returns guardrails for e‑commerce extensions.
• Support international growth by localizing sizing, compliance, seasonality, packaging, and operating rhythms across CA/UK/JP/KR/MX.
• Maintain alignment with division leaders: divisions own design and product development; this role provides guardrails, visibility, and coordination—escalating only when compliance, margin integrity, or service risk requires it.

• Improved global Costco sales and repeatable rebuys/lineage on winning items, with transparent variance management versus plan.
• Gross margin/IMU improvement versus baseline over time, with disciplined promo funding and controlled exit costs.
• Strong service performance (OTIF high‑90s, fill rate near 99%) and sustained
• High adoption of Circana insights (weekly actions tied to sell‑through/availability), enabling faster course‑correction.
• Packaging/compliance execution with high first‑pass yield and minimal rework or in‑market issues.
• International expansion (CA/UK/JP/KR/MX) growing as a meaningful share of the Costco business with on‑time launches.

• 10–15+ years in wholesale/apparel or consumer with club or big-box scale; chain, and retailer compliance).
• Proven ability to negotiate commercial frameworks and improve profitability in a retailer‑led model.
• Strong working knowledge of Costco processes, service expectations, and data‑driven selling; fluency with Circana (or comparable retailer portal/scan‑data tools).
• Analytical, process‑oriented leader who can influence across dotted lines and align multiple divisions without taking over product creation.

~25–40% including periodic travel to CA/UK/JP/KR/MX, key Costco meetings, and