---
title: 'Director of Sales - Costco at J&J Snack Foods'
canonical: 'https://feeny.ai/job/director-of-sales-costco-j-j-snack-foods-tacoma-300tcb767cp0'
type: 'job'
last_seen: '2026-11-11'
---

# Director of Sales - Costco at J&J Snack Foods

- **Company:** J&J Snack Foods
- **Location:** Tacoma, WA
- **Posted:** 2026-11-05
- **Last confirmed live:** 2026-11-11
- **Apply:** https://job-boards.greenhouse.io/jjsnackfoods/jobs/5473423008

## Job description

As a leader and innovator in the snack food industry for over 50 years, J&J Snack Foods provides branded snack foods to foodservice and retail supermarket outlets across the U.S. Its products include such icons as SUPERPRETZEL, ICEE, and Dippin’ Dots along with other key brands like LUIGI’S Real Italian Ice, The Funnel Cake Factory Funnel Cakes, and Hola Churros. J&J also has a strong presence in bakery providing cakes, cookies, and pies to some of the largest grocery and convenience retailers in industry. Our company continues to deliver record sales led by a talented team and a commitment to “Fun Served Here”.

This position is ideally based in Seattle/Issaquah.

Position Summary

The Director of Sales is responsible for developing and executing strategic business plans across Costco to drive revenue, profitability, distribution, and market share growth across multiple product categories. This role proactively identifies growth opportunities, builds strategic customer partnerships, and drives cross-functional collaboration across key customer departments, including Culinary/R&D, Purchasing (Branded & Private Label), Marketing and Store Operations.

The Director of Sales manages both direct and broker-led customer relationships and maintains full profit and loss (P&L) accountability, ensuring achievement of sales and financial objectives while contributing to the organization's overall business performance.

This position reports directly to the Vice President Sales -Strategic Accounts at J&J Snack Foods.

Essential Functions

- Customer Partnerships: Build and strengthen relationships with key decision-makers and cross-functional stakeholders to align business objectives and identify strategic growth opportunities
- Business Development & Growth: Identify opportunities to expand product distribution, introduce innovation, optimize product mix, and drive incremental sales across assigned accounts
- Strategic Account Management: Develop and execute short & long-term business plans for assigned key national accounts to drive revenue, profitability, distribution, and market share growth
- Financial Performance: Maintain account-level P&L accountability, including pricing strategies, contract negotiations, customer investments, and achievement of sales and profitability targets
- Sales Forecasting & Execution: Lead account forecasting and collaborate with Demand Planning, Supply Chain, and Customer Service to ensure operational alignment and execution against customer commitments
- Cross-Functional Leadership: Partner with internal and external stakeholders to resolve business challenges, improve service levels, and execute strategic customer initiatives
- Club Channel Execution: Develop and execute strategies suited to Costco's limited-SKU, high-velocity warehouse model, including item rotation, "treasure hunt" items, display-ready packaging, and price-per-unit competitiveness that delivers member value while protecting margin
- Program & Item Management: Plan and manage warehouse-wide and regional items, seasonal and event programs, demos and roadshows, Costco Business Center and Costco.com (e-commerce) opportunities, and Kirkland Signature or private label opportunities
- Buying Office Relationships: Manage relationships across Costco's national and regional buying structure, including the Issaquah headquarters buying office, and navigate the item-approval, new-item, and cost and price change cycles
- Supplier Compliance & Quality: Ensure compliance with Costco supplier requirements, including food safety and quality audits (e.g., SQF/GFSI), EDI and routing requirements, vendor code of conduct, product recall and traceability procedures, and cold-chain and temperature-verification standards for frozen products
- Supply & Service Performance: Own Costco service metrics, including fill rate and on-time/in-full (OTIF) delivery, coordinate with depots and distribution, and lead recovery plans for out-of-stocks or service failures

Core Competencies

- Strategic & Results-Oriented: Strong business acumen, strategic thinking, and a demonstrated drive to achieve results and exceed business objectives
- Customer-Focused: Ability to build strong customer relationships while aligning customer needs with organizational goals and strategies
- Leadership & Collaboration: Positive, team-oriented leader with a competitive mindset, strong interpersonal skills, and a commitment to developing others
- Communication & Influence: Exceptional written and verbal communication, presentation, and negotiation skills
- Problem-Solving & Adaptability: Innovative and resourceful thinker with the ability to navigate challenges, manage competing priorities, and adapt to changing business needs
- Organization & Execution: Highly organized, self-motivated professional with strong time management skills, initiative, and accountability for results

Required Skills

- Proficient in Microsoft Office, data analysis, and presenting business performance to leadership
- Strong leadership, communication, presentation, and negotiation skills
- Ability to develop and execute strategic business plans while managing day-to-day priorities
- Proven Sales experience managing key national accounts, building strategic partnerships, and driving sales growth across the full product portfolio
- Strong understanding of CPG and Foodservice sales, merchandising, and customer growth strategies
- Ability to collaborate with cross-functional teams to drive business results
- Strong problem-solving skills with the ability to identify opportunities and develop customer solutions

Education and Experience

- Bachelor’s degree in business or a related field required; MBA preferred
- 7–10+ years of progressive sales experience in CPG, Foodservice, food manufacturing, or related industries, including key national account & broker management
- Proven experience managing large club retail accounts, preferably Costco
- Working knowledge of Costco's buying-office structure and item-approval, new-item, and cost and price change processes
- Familiarity with supplier food safety and quality requirements (e.g., SQF/GFSI), cold-chain standards, and service metrics such as fill rate and OTIF
- Demonstrated success growing sales, expanding distribution, and building strategic partnerships across multiple product categories
- Strong understanding of club channel merchandising, promotional strategies, pricing, and member value propositions
- Experience developing and executing annual business plans, customer-specific strategies, and new product launches
- Proven ability to manage account-level P&L, including revenue, profitability, trade investments, and contract negotiations
- Experience leading sales forecasting, demand planning, and cross-functional execution to meet customer expectations
- Established relationships with senior-level buyers and key decision-makers within national retail accounts
- Experience leading, coaching, and developing sales professionals to achieve business objectives
- Strong analytical, presentation, and negotiation experience, with the ability to influence both customer and executive leadership

Travel Requirements

- Ability to (air) travel required 50-70%

## #LI-BM1

Disclaimer: This position description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

EEO Statement: J&J Snack Foods Corp.is an equal opportunity employer and prohibits discriminatory employment actions against, and treatment of, employees and applicants for employment based on actual or perceived Federal, State and local laws that prohibit employment discrimination on the basis of race, color, age, national origin, ethnicity, alienage, religion or creed, gender, gender identity, pregnancy, marital status, sexual orientation, citizenship, genetic disposition or characteristics, disability or veteran's status, sex offenses, prior record of arrest or conviction, genetic information or predisposing genetic characteristic, status as a victim or witness of domestic violence, sex offenses or stalking and unemployment status.

## About J&J Snack Foods

## Company Overview
- **One-liner**: J&J Snack Foods manufactures and distributes iconic branded snack foods, frozen novelties, and frozen beverages across foodservice and retail markets in the United States.
- **Entity Type**: Public (NASDAQ: JJSF)
- **Headquarters**: Mt. Laurel, New Jersey, USA
- **Founded**: 1971 (incorporated in New Jersey)
- **Founders**: Gerald B. Shreiber (purchased the ailing J&J Pretzel Company at a bankruptcy auction for $72,100)

## Core Business
- Primary industry/industries: Snack food manufacturing and distribution; frozen beverages
- Target customers: B2B primarily (foodservice operators), with a significant B2C presence via retail supermarkets. Key channels include stadiums, theme parks, movie theatres, convenience stores, schools, and warehouse clubs.
- Mission or purpose statement: "Good Fun, Good for the Planet" — dedicated to responsibly serving fun while reducing environmental impact.

## Products & Services
- **SUPERPRETZEL**: The leading soft pretzel brand in the U.S., sold to both foodservice and retail. (Manufactured product)
- **ICEE**: A market-leading frozen carbonated beverage brand sold in c-stores, theatres, and stadiums. (Manufactured product & beverage system)
- **DIPPIN' DOTS**: Nationally known flash-frozen ice cream beads, acquired in 2022. (Manufactured product)
- **LUIGI’S Real Italian Ice**: Popular frozen novelty sold in retail supermarkets. (Manufactured product)
- **SLUSH PUPPIE**: Non-carbonated frozen beverage brand. (Manufactured product & beverage system)
- **Other Brands**: WHOLE FRUIT, DOGSTERS, ¡HOLA! Churros, THE FUNNEL CAKE FACTORY, MARY B’s Biscuits, COUNTRY HOME Bakers, READI-BAKE, and more. (Manufactured products)
- **Contract Manufacturing**: The company also produces products for private label and contract packing, leveraging its extensive manufacturing network. (Service)

## Market Standing
- **Valuation/Market Cap**: Not provided directly, but as of July 2026, JJSF is a publicly traded mid-cap company.
- **Key Metric (Annual Revenue)**: $1,574,755,000 (Fiscal Year 2024) — a record year for sales. Net income was $117.5M.
- **Operating Income**: $117,545,000 (Fiscal Year 2024).
- **Financial Health**: The company ended FY2024 with zero debt and $210+ million available on its revolving credit facility [jjsnack.com](https://www.jjsnack.com/wp-content/uploads/2025/01/Website-PDF_-EBookV1_368051_Annaul.pdf).
- **Notable Investors/Partners**: Public shareholders. Key strategic partners are major QSR chains, theme parks (e.g., Six Flags, Disney), movie theatre chains, and national retailers (Walmart, Costco).
- **Growth Signals**: Record sales in FY2024 despite consumer spending pressure. Growth driven by core product placements, innovation, and new customer wins. Operates in 43 states with ~4,700 employees.

## Competitive Advantages
- **Brand Powerhouse**: Owns a portfolio of iconic, highly recognizable brands (SUPERPRETZEL, ICEE, DIPPIN' DOTS) that are often the #1 or only choice in their respective categories.
- **Unmatched Distribution**: Products are sold everywhere consumers gather for fun: stadiums, theme parks, movie theatres, schools, and major retailers, creating high barriers to entry via deep channel relationships.
- **Vertical Integration of Beverage Systems**: For ICEE and SLUSH PUPPIE, they provide not just the syrup but the equipment and maintenance service, creating a sticky, recurring revenue model.
- **Strong Balance Sheet & Cash Flow**: Zero net debt and a strong free cash flow profile allow for continued acquisition of new brands (e.g., Dippin' Dots, Funnel Cake Factory) and internal investment.

## Strategic Focus
- **5 Core Strategies (as of FY2024)**: 1) Grow and Protect Brands, 2) Dominate Core Categories, 3) Cross-Sell the Portfolio (putting more brands into existing channels), 4) Invest in the Future (manufacturing, systems, distribution), and 5) Embrace the Culture.
- **Expansion**: Building on the Dippin' Dots acquisition, expanding into the frozen ice cream category and leveraging the brand's existing retail and foodservice presence.

## Why Work Here
- **Culture**: The company describes itself as having a "family" culture that shies away from the corporate world, emphasizing long tenures (many employees with 10+ years, some over 20). [jjsnack.com](https://www.jjsnack.com/careers/)
- **Environment**: Locations in 43 states, from corporate offices in Mt. Laurel, NJ, to manufacturing facilities across the country. A mix of corporate and blue-collar manufacturing roles.
- **Benefits**: Comprehensive package including medical/dental/vision, 401k with match, Employee Stock Purchase Plan (ESPP), tuition reimbursement (Nathan Shreiber Scholarship Fund), paid holidays and vacation, wellness discounts, and an Employee Assistance Program. [jjsnack.com](https://www.jjsnack.com/careers/)
- **Notable Perks**: "The Nathan Shreiber Scholarship Fund" provides tuition reimbursement for employees, and the ESPP allows employees to buy company stock at a discount.
- **Remote/Hybrid/Office**: Not explicitly stated, but the corporate headquarters in Mt. Laurel, NJ, and multiple regional facilities suggest a primarily on-site or hybrid model depending on role.

## Sources
1. [jjsnack.com (Overview)](https://www.jjsnack.com/)
2. [jjsnack.com (Careers)](https://www.jjsnack.com/careers/)
3. [jjsnack.com (About Page)](https://www.jjsnack.com/about/)
4. [jjsnack.com (FY2024 Annual Report)](https://www.jjsnack.com/wp-content/uploads/2025/01/Website-PDF_-EBookV1_368051_Annaul.pdf)
5. [Greenhouse (Job Board)](https://job-boards.greenhouse.io/jjsnackfoods)

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