Business Manager

Acosta•Richmond, VA

About The Position

The Business Manager manages assigned customer business within a defined marketing area. The role is responsible for increasing sales and market share for represented brands while generating profit for the manufacturers and Acosta. It supports achievement of business objectives by building strong customer and principal relationships, communicating priorities across internal teams, and coordinating sales initiatives and market activity.

Requirements

Bachelor’s degree or equivalent work experience.
Proven track record in sales.
Strong interpersonal, organizational, presentation, negotiation, and sales skills.
Ability to analyze sales and marketing information to make effective sales presentations.
Proficiency in a variety of software packages used to support the sales function.
Willingness to travel.

Nice To Haves

Sales experience with a food broker or national company is preferred.

Responsibilities

Deliver principals’ volume, share, and sales fundamental goals—including merchandising, assortment, pricing, and shelving—at the lowest possible cost while maximizing company revenue through brokerage, commissions, bonuses, and contest earnings.
Communicate principals’ priorities to Retail Sales Managers, Sales Technology Managers, Marketing Managers, Business Managers, and the retail selling organization.
Report directly to the General Manager or Team Leader and manage or participate in developing, designing, and presenting Acosta introductions to new principals.
Develop and maintain strong relationships with principals and customers, communicating proactively with key principals.
Coordinate communication between General Managers and key principals, and collaborate with Retail Sales Managers on major retail initiatives such as new product introductions, selling drives, and contests.
Coordinate principals’ market visits and key account calls, using knowledge of customers, markets, and principals to sell specific programs and initiatives.
Use insights from Senior Vice Presidents, General Managers, Team Leaders, and Senior Business Managers to develop sales presentations that deliver principals’ objectives.
Provide feedback to principals and the General Manager on the effectiveness of strategies, selling programs, and initiatives, and suggest ways to build organizational capacity and improve the business.
Maintain current account distribution information, review market pricing reports for accuracy and competitive activity, and collect and report competitive activity.
Manage personal skill development and share customer and manufacturer information with team members.
Ensure client procedures and policies are followed, develop expertise in client proprietary systems to manage promotional plans and fund balances, and monitor financial management matters such as deductions, taking corrective action as necessary.
Perform other duties as assigned to support the overall success of the business.