Senior Manager Business

Acosta•Portland, OR

About The Position

The Senior Business Manager is a key contributor to the Company’s current and future growth and profitability. The role requires high proficiency in its responsibilities and is recognized by the Management Committee and peers as significant to the organization. Appointment to the Senior Business Manager designation requires Management Committee approval.

Requirements

Bachelor’s degree or equivalent work experience in the industry.
Proven track record in a sales capacity with a food broker or major national company.
Prior experience demonstrating sales skills and the ability to successfully manage and direct others.
Proficiency in a variety of software packages used to support the sales function.
Ability to sit for extended periods, typically six or more hours per day.
Ability to use a computer, including keyboard and mouse, for prolonged periods.
Ability to lift and carry light items such as files, office supplies, and laptops, typically weighing 20 pounds or more.
Ability to reach, bend, or stoop occasionally to access files or office materials.
Ability to maintain focus and attention during long periods of desk-based work.
Ability to follow clear directions.
Ability to perform repetitive motions, such as typing and clicking, consistently throughout the day.

Responsibilities

Deliver principals’ volume, share, and sales fundamentals goals—including merchandising, assortment, pricing, and shelving—for assigned customers at the lowest possible cost.
Achieve fundamental goals and results at the lowest possible selling cost while maximizing company revenue, including brokerage, commissions, bonuses, and contest earnings; oversee manufacturers’ expenditures at the customer.
Develop and sell Customer Business Plans, and communicate principals’ priorities to sales, marketing, technology, business, account management, and retail selling teams to deliver in-store presence and business objectives.
Use strategic planning to maintain principals’ business and build volume.
Develop new and increased business through pioneering and business development.
Serve as the customer’s primary contact on principal-specific matters such as Category Management, consumer shopping behavior, and promotion strategies.
Represent Acosta positively and professionally in the trade, including with customers and industry committees, and develop ongoing productive trade relationships.
Deliver corporate revenue goals on schedule while operating within the corporate budget.
Develop systems to manage trade-marketing funds at assigned customers in accordance with Acosta and principal guidelines and policies, and minimize sales-related deductions.
Manage and participate in developing and presenting interviews of prospective principals.
Develop corporate relationships with principals and customers and proactively communicate with key principals.
Function effectively as a team player.
Coordinate ongoing communication between General Managers and key principals, and between principals and Account Managers.
Collaborate with Retail Sales Managers on major retail initiatives, including new product introductions, selling drives, and contests.
Coordinate principals’ market visits and key account calls.
Solicit principals’ support for customer-sponsored events and drives, such as charity benefits and sponsorships.
Use knowledge of customers, markets, and principals to sell principal-specific programs and initiatives, as well as Company objectives and initiatives; involve Marketing, Technology, and Administrative resources as needed.
Work with the Senior Vice President, General Manager, Team Leaders, and Senior Business Managers to understand and leverage customer strategies and develop conceptual sales presentations that deliver principals’ objectives.
Provide principals and the General Manager with feedback on the effectiveness of principals’ strategies, selling programs, and initiatives.
Provide timely information, principal expertise and selling priorities, and retail-ready selling tools to Sales Managers, Supervisors, and shared Marketing, Technology, and Administration resources.
Maintain current account distribution information.
Regularly review market pricing reports for accuracy and competitive activity, and collect and report competitive activity.
Assist Account Coordinators in keeping administration current and accurate.
Demonstrate strong technology skills, including spreadsheets and graphics.
Use computer systems and technology to create conceptual presentations supporting Customer Business Plan objectives; maintain skills for retail communication systems such as RW3 and analysis tools such as IRI Analyzer, Demographics, Excel, and PowerPoint.
Apply strong analytical skills, including Category Management, to improve business results.
Assist with the development of Business Managers, Account Managers, and the Retail Selling Organization, including Sales Managers, Supervisors, and Territory Managers.
Give the General Manager feedback on ways to build organizational capacity and improve the business.
Proactively share information and customer and manufacturer learnings with team members to build organizational capacity.
Proactively manage a personal skill development plan.
Maintain an ongoing understanding of key industry initiatives and trends, including ECR and channel incursion; use fact-based conceptual selling to improve results, including concepts such as average transaction size, tier migration, expandable consumption or household penetration, store loyalty, and brand and category loyalty.
Demonstrate leadership qualities consistent with Acosta’s culture to increase business results.
Perform miscellaneous duties as assigned.
Meet the stated physical requirements.