Director, Mass and Club (Target and Costco)

Location: Remote USA anywhere 

Reports to: SVP National Account Sales, Large Format

Travel: up to 30% domestic travel as needed 

Liquid Death is a better for you beverage company that will murder your thirst with a wide range of low calorie beverages from water to iced tea to energy drinks. Our goal is to be the funniest beverage brand on earth and to make health and sustainability 50 times more fun.

Role Overview:

This Director, Mass and Club (Target & Costco) develops and executes strategic sales plans to achieve and exceed sales targets within Target and Costco. This role requires a disciplined and strategic leader with a proven track record of success in these specific channels.  The ideal candidate will possess a deep knowledge of Target and Costco’s unique systems, culture, and processes. This role is responsible for building strong customer relationships, driving profitable growth, and leading a high-performing team. The ideal candidate will possess exceptional negotiation skills, a deep understanding of the beverage industry, and a passion for delivering outstanding results. 

This is not simply a buyer-facing role. We are looking for a leader who blends startup agility with big-brand strategic discipline — someone who can think long-term, operate analytically, and translate complex customer strategies into scalable internal execution.

The ideal candidate brings deep business acumen, category expertise, and shopper insight, paired with the ability to diagnose opportunities through data and drive cross-functional alignment to win in high-volume retail environments.

Key Responsibilities: 

• Possess in-depth knowledge of Target and Costco, Mass and Club merchandising strategies, category reviews, shelf space strategies, and go-to-market expertise
• Collaborate with internal teams to develop internal routines and execute company sales objectives. Provide strategic insight, analyze data to be used in decision making and presenting to stakeholders
• Develop and execute strategic sales plans, Joint Business Plans (JBPs), and call plans for top national accounts, ensuring alignment with Liquid Death objectives and customer needs
• Negotiate customer agreements, manage the P&L to ensure delivery against top-line and bottom-line targets
• Ensure optimal in-store execution, including Planogram (POG) compliance, promotional activity, and display execution
• Assessing business needs through leveraging data and insights and developing compelling, fact-based narratives that resonate with customers to drive decision-making while identifying critical issues, and developing effective strategies for resolution
• Provide effective leadership and mentorship to the national accounts team, fostering a culture of high performance and collaboration
• Deliver quarterly business plans 

Qualification Requirements: 

• Bachelor’s Degree in Business Administration, Marketing or related field preferred
• 10+ years of relatable CPG channel sales leadership experience in Mass and Club with a focus on Target and Costco retailers where P&L management and trade budget and spend was required 
• Previous Costco retailer experience is a firm requirement, Target experience preferred
• Experience in DSD, Broadline distribution, and alternative routes to market preferred
• Previous experience with syndicated data i.e. IRI (Nielsen), Spins, Circana required
• Excellent negotiator, influencer, and storyteller
• Advanced analytical and problem-solving skills including experience
• Deep understanding of joint business plan (JBP) processes and call planning
• Curious. Forward thinker. Self-starter. Owner mentality
• Ability to work with cross functional teams across organizations to achieve results
• Deep comfort with joining a high growth start up environment where a high degree of ambiguity and adaptability to flex to market dynamics are critical 
• Strong analytical and problem-solving skills
• Proficiency with Microsoft Office Suite (Excel, Word, and PowerPoint) and Google Suite (Sheets, Docs, Slides)
• Must have a valid driver's license & clean motor vehicle record (MVR): with no major violations
• Safely operate personal vehicle to fulfill work-related duties; this position involves driving a personal vehicle for work-related purposes
• Willingness to travel up to 30% 

The typical salary range for this position is: $159,000 - $199,000

The actual salary offer will take into account multiple factors including skills, experience, education, location, and applicable federal, state, and local wage and hour laws. Where state or local minimum salary requirements exceed the posted range, the Company will adjust compensation accordingly.  Please note that the salary details listed in role postings reflect the base salary only, not total compensation, which includes equity, bonus potential, and benefits.

#LI-REMOTE

#LI-EA1