Senior Manager Business

Acosta • Portland, OR

5d

About The Position

The Senior Business Manager is a key contributor to the company’s growth and profitability and is recognized by the Management Committee and peers for high proficiency in the role. The designation requires Management Committee approval. The position manages principal and customer business, delivers sales and revenue objectives, develops customer business plans, and supports the development of colleagues and the retail selling organization.

Requirements

• Bachelor’s degree or equivalent work experience in the industry.
• Proven sales track record with a food broker or major national company.
• Prior experience demonstrating sales skills and the ability to successfully manage and direct others.
• Proficiency in software packages that support the sales function.
• Excellent analytical skills, including category management.
• Excellent fact-based conceptual selling skills.
• Superior technology skills, including spreadsheets and graphics.

Responsibilities

• Deliver principals’ volume, share, and sales fundamentals goals for assigned customers at the lowest possible cost.
• Achieve business fundamentals and results while maximizing company revenue, including brokerage, commissions, bonuses, and contest earnings.
• Oversee manufacturers’ expenditures at assigned customers.
• Develop and sell Customer Business Plans.
• Communicate principals’ priorities to sales, marketing, business, account, technology, and retail selling teams to support in-store presence and business objectives.
• Use strategic planning to maintain principals’ business and build volume; develop new and increased business.
• Serve as the customer’s primary contact on principal-specific matters, including category management, consumer shopping behavior, and promotion strategies.
• Represent Acosta professionally in the trade and develop productive industry relationships.
• Deliver corporate revenue goals on schedule and within the corporate budget.
• Manage trade-marketing funds according to Acosta and principal guidelines and policies, and work to minimize sales-related deductions.
• Participate in developing and presenting interviews for prospective principals.
• Develop corporate relationships with principals and customers, proactively communicate with key principals, and coordinate communication among general managers, 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, and seek principal support for customer-sponsored events and initiatives.
• Use customer, market, and principal knowledge to sell programs, initiatives, and company objectives; engage marketing, technology, and administrative resources as needed.
• Work with senior leaders and peers to understand customer strategies and develop conceptual sales presentations that support principal objectives.
• Provide feedback to principals and the General Manager on the effectiveness of strategies, sales programs, and initiatives.
• Provide sales teams and shared resources with timely information, principal expertise, selling priorities, and retail-ready tools.
• Maintain current account distribution information; regularly review market pricing reports for accuracy and competitive activity; collect and report competitive activity.
• Assist Account Coordinators in keeping administration current and accurate.
• Use computer systems and technology to develop conceptual presentations and meet Customer Business Plan objectives; maintain skills in retail communication systems and analysis tools.
• Apply analytical and category-management skills to improve business results.
• Help develop Business Managers, Account Managers, and the Retail Selling Organization; provide feedback to the General Manager on building organizational capacity and improving the business.
• Share customer and manufacturer insights with team members and proactively manage personal skill development.
• Maintain an ongoing understanding of key industry initiatives and trends.
• Use fact-based conceptual selling to improve results, including concepts such as average transaction size, tier migration, expandable consumption, household penetration, store loyalty, and brand and category loyalty.
• Demonstrate leadership consistent with Acosta’s culture to increase business results.
• Perform other duties as assigned and meet the stated physical requirements.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior