Director of Sales – Fine Jewelry – Costco (Sam’s Club, BJ’s, large retailers)

Job Title: Director of Sales – Fine Jewelry – Costco (Sam’s Club, BJ’s, large retailers) ResponsibilitiesOwn and manage key retail accounts end-to-end, serving as the primary point of contact for all commercial discussionsBuild and maintain strong relationships with buyers, merchandisers, and category managersNavigate retailer-specific processes, vendor requirements, and compliance frameworksDrive sell-in of core and seasonal fine jewelry programs across diamond, gold, bridal, and fashion fine categoriesCurate product assortments aligned with each retailer's value proposition and customer baseCollaborate with internal design and sourcing teams to develop exclusive, high-turn SKUsPartner cross-functionally to meet retailer margin expectations while maintaining company profitabilityCoordinate forecasting, inventory planning, and replenishment cyclesEnsure seamless execution across supply chain, logistics, and fulfillmentMaintain high service levels and on-time delivery performanceOwn the P&L across assigned accountsMonitor key KPIs including sales, margins, inventory turns, returns, and markdownsDrive continuous cost optimization and margin improvement initiativesTrack competitor activity across retail channels and the broader market landscapeIdentify whitespace opportunities and emerging product categoriesProvide regular feedback to leadership on trends and customer preferencesRequirements7–10+ years of sales or account management experience within fine jewelryExperience working with major retail accounts, including big-box and membership-based retailersStrong understanding of large-format retail, pricing strategy, and vendor negotiationsKnowledge of fine jewelry categories — diamonds, gold, silver, bridal, and fashion — preferredFamiliarity with sourcing, manufacturing, and supply chain dynamics in the jewelry industryDemonstrated cross-functional leadership across design, sourcing, and operationsP&L management experienceExcellent communication and presentation skillsWillingness to travel as neededSalary $150,000 - $200,000 plus incentive