Director of Sales, Club

Posted 10.31.23


OLIPOP was founded in 2017 by Ben Goodwin and David Lester. Ben and David have been working together for nearly a decade to find accessible solutions to bring the benefits of digestive health to as many consumers as possible.  OLIPOP is a deliciously refreshing tonic that is crafted with prebiotics, botanicals, and natural plant fiber to support your microbiome and benefit digestive health. We’re on a mission to provide an affordable, delicious alternative to soda that delivers leading-edge health benefits to mainstream consumers.


At Olipop our values lead the way we create our products, engage with each other, and interact with our community. While we’re invested in our product, we’re equally invested in personal development. We’re tightly knit, we’re genuine and we’re always pushing the envelope to do a better job than we did the day before. Our team is also fully remote, requiring us to be resourceful, creative and collaborative to support our fast-moving business.

To best serve our diverse community of customers, we also seek to recruit and include people with a diversity of abilities, backgrounds, and cultures.


Working at a start-up can be as much a personal journey as it is a professional one. To succeed at a company like Olipop, you must be comfortable with failing, learning, and adapting. You need to be curious, optimistic, and able to find a way when it seems impossible. You must be confident enough to express your ideas but humble and open to learning from your experiences and from others. If this is the approach you take to life, then we’d love to hear from you.


The Director of Sales, Club & International will be responsible for taking ownership of our Club strategy, and managing our Costco & BJ’s Wholesale business, building relationships and trust with our Buyers across the country to help drive increased revenue growth and profitability, while collaborating with the broader OLIPOP team. This role will also be responsible for leading our international expansion.



  • Responsible for all aspects of business related to Costco & BJ’s.
  • Manage the club channel’s cost and pricing strategy.
  • Create cost-effective retailer promotional plans for Costco and BJ’s Wholesale. Review plans and demo history to evaluate spend/ROI and increase profitability while growing sales.
  • Responsible for leading the charge on all new item / innovation presentations to Costco and BJ’s Wholesale.
  • Create strategy and priorities for Costco broker partner, to implement approved sales and marketing strategies to optimize sales.
  • Work with commercialization team on club specific product development and collaboration with commercialization and design teams to ensure Costco and BJ’s Wholesale compliance.
  • Responsible for reporting directly to our Sr. Director of Sales on a weekly basis with your retailer’s status and focus.
  • Create presentations for the leadership team on a consistent basis in regards to your key account priorities, goals, strategy, and initiatives.
  • Monthly meetings with our Demand Planner and Ops team to ensure accurate forecasts with timely communication to meet our production lead times.
  • Meet monthly with our trade marketing team to organize marketing activations to drive brand awareness & coordinate key programs with Costco and BJ’s Wholesale.
  • Must be able to travel and represent OLIPOP at tradeshows, such as Expo West, as well as in person customer meetings and events.



  • Holistic sales skills to align to our strategic goals including:
    • Use of data and data-based story telling
    • Identification of primary and backup strategies
    • Getting that mammoth! Tackling each day with pursuit and vigilance.
    • A high EQ approach to selling and leading a team.
  • Deeply passionate about OLIPOP, and inspired by what we represent. Has the desire and hunger to make an impact.
  • Obsession for understanding customer behavior. Lives, breathes and dreams about how to better reach & understand our consumers.
  • Enthusiastic and comfortable working in an early-stage company. Ability to think rapidly in a growing and changing environment.
  • Ability to take initiative and work autonomously – you can run with something from beginning to end.
  • Works well with ambiguity and asks the right questions to get at the solution.
  • Analyze opportunities quickly and have an ability to execute company goals efficiently.
  • Resourcefulness to improvise and adapt to deal with daily challenges via creative problem solving.
  • Strong planning, organization and project management skills, along with excellent interpersonal, written/oral communication and presentation skills.
  • Competence in Google Suite and Microsoft Suite. Experience with team collaboration tools such as Slack and Zoom preferred.
  • Must be able to work flexible hours and travel, including evenings and weekends for special events/trade shows.
  • Clean driver’s license, reliable transportation and proof of insurance.
  • 5-10 years of experience with a working knowledge of the ins and outs of the club channel and the CPG industry.
  • Costco headquarter level experience is mandatory for this role.


REPORTS TO: Sr.  Director of National Accounts


COMPENSATION: $140,000-150,000 base salary plus bonus 

We are proud to be an Equal Opportunity/Affirmative Action Employer.  Olipop does not discriminate on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor. Applicants and employees are protected from discrimination under Federal law. For more information, please see EEO is the Law.

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