Senior Manager Business

Acosta, Inc.; Cincinnati (OH); On-site; USD 86,000 - 107,000; Full time

Job summary

Acosta, Inc. is seeking a Senior Business Manager in Cincinnati to drive volume, share, pricing, and shelving goals for assigned customers. You will develop and present Customer Business Plans and partner with Sales, Marketing, and Administration to execute initiatives, manage trade funds, and optimize revenue.

Strong analytics, software proficiency, and leadership are essential to succeed. The role requires strategic thinking, relationship-building across principals and retailers, and a track

Qualifications

• Bachelor’s degree or equivalent work experience in industry name required.
• Proven track record in sales capacity with a food broker or major national company.
• Prior experience must demonstrate sales skills along with the ability to successfully manage and direct others.
• Must be proficient in a variety of software packages used to support the sales function.

Responsibilities

• Deliver principals’ volume, share, and sales fundamentals goals for assigned customers at the lowest possible cost.
• Achieve fundamental goals and results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, and bonuses).
• Develop and sell Customer Business Plans. Communicate Principals’ priorities to Sales Managers and others to deliver in-store presence and business objectives.
• Demonstrate strategic planning to maintain principals’ business and build volume.
• Demonstrate business development skills to result in new and increased business.
• Serve as customer’s primary point of contact on principal-specific issues.
• Positively and professionally represent Acosta in the Trade and develop productive relationships within the trade.
• Deliver Corporate revenue goals on the agreed upon timing while operating within the Corporate Budget.
• Develop systems to manage trade-marketing funds and minimize Sales Related Deductions.
• Manage and participate in interviews of new principals.
• Develop corporate relationships with principals and customers.
• Collaborate with Retail Sales Managers on major retail initiatives.
• Coordinate principals’ market visits and key account calls.
• Solicit principals’ support for events and drives.
• Use knowledge of customer, market, and principal to sell programs and initiatives; involve Marketing, Technology, and Administration as needed.
• Utilize senior leadership to understand and leverage customer strategies and develop Sales presentations.
• Provide feedback on effectiveness of principals’ strategies and selling programs.
• Provide timely information and selling priorities to Sales Manager and shared resources.
• Maintain current account distribution information.
• Review market pricing reports for accuracy and competitive activity.
• Assist Account Coordinators to ensure administration is current and accurate.
• Demonstrate superior technological skills (spreadsheets, graphics, etc.).
• Use computer systems to develop presentations and to maintain retail communication tools and analysis tools.
• Demonstrate excellent analytical skills (including Category Management) to improve business results.
• Assist in development of Business Managers and Account Managers.
• Provide feedback to GM on how to build organizational capacity.
• Share information with team members to help build organization capacity.
• Manage personal skill development plan.
• Maintain understanding of industry initiatives and trends.
• Demonstrate leadership qualities consistent with Acosta’s culture with the result being increased business results.
• Miscellaneous duties as assigned.
• Meeting the physical requirements – listed below.

Skills

Sales leadership

Strategic planning

Analytical skills

Excel

PowerPoint

RW3

IRI Analyzer

Demographics

Education

Bachelor’s degree

Tools

RW3

IRI Analyzer

Excel

PowerPoint

Job description

DESCRIPTION

The Senior Business Manager is critical to the current and future growth and profitability of the Company. The Senior Business Manager is recognized by both the Management Committee and his/her peers as a key contributor to the organization. He/she exhibits high proficiency in performance of responsibilities. The designation of Senior Business Manager requires Management Committee approval.

RESPONSIBILITIES

• Deliver principals’ volume, share, and sales fundamentals goals (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 (to include brokerage, commissions, and bonuses, contest earnings, etc.). Oversee manufacturers’ expenditures at the customer.

• Develop and sell Customer Business Plans. Communicate Principals’ priorities to Sales Managers, Sales Technology Managers, Marketing Managers, Business Managers, Account Managers, and the Retail Selling Organization to deliver in-store presence and business objectives.

• Demonstrate strategic planning to maintain principals’ business and build volume.

• Demonstrate business development (pioneering) skills to result in new and increased business.

• Serve as customer’s primary point of contact on principal-specific issues (i.e. Category Management, Consumer Shopping Behavior, and Promotion Strategies).

• Positively and professionally represent Acosta in the Trade (Role with customer, role on industry committees, etc.); develop productive relationships within the trade on an on-going basis.

• Deliver Corporate revenue goals on the agreed upon timing while operating within the Corporate Budget.

• Develop effective systems to manage trade-marketing funds at the assigned customers in accordance with Acosta guidelines and policies, as well as those of the principal. Work to minimize Sales Related Deductions.

• Manage and participate in the development and presentation of interviews of new principals.

• Develop corporate relationships with principals and customers. Pro-actively communicate with key principals.

• Effectively function as a team player.

• Coordinate on-going communication between the General Managers and key principals, and between principals and Account Managers.

• Collaborate with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives, contests, etc.).

• Coordinate principals’ market visits and key account calls.

• Solicit principals’ support for customer sponsored events and drives (i.e. Charity benefits, Sponsorships, etc.).

• Effectively use knowledge of customer, market, and principal to successfully sell principals’ specific programs and initiatives as well as Company objectives and initiatives – involve Marketing, Technology, and Administrative resources as needed to accomplish the objectives.

• Utilize Senior Vice President, General Manager, Team Leaders, and Senior Business Managers to understand and leverage customer strategies, and to develop conceptual Sales presentations that can deliver principals’ objectives.

• Provide feedback on the effectiveness of principals’ strategies, selling programs, and initiatives to the Principal and the General Manager.

• Provide timely information, principals’ expertise and selling priorities, along with retail-ready selling tools (organizers, surveys, etc.) to the Sales Manager, Supervisor, and shared resources (Marketing, Technology, and Administration).

• Maintain current account distribution information.

• Review all market pricing reports on a regular basis for accuracy and competitive activity. Collect and report all competitive activity.

• Assist Account Coordinators to ensure administration is current and accurate.

• Demonstrate superior technological skills (spreadsheets, graphics, etc.).

• Utilize computer systems and technology to develop conceptual presentations to achieve the objectives of the Customer Business Plan. This includes developing and maintaining personal skill levels to support the use of retail communication systems (RW3) as well as basic analysis tools (IRI Analyzer, Demographics, Excel, PowerPoint).

• Demonstrate excellent analytical skills (including Category Management) to improve business results.

• Assist in the development of Business Managers, Account Managers as well as the Retail Selling Organization (Sales Manager, Supervisors, and Territory Managers).

• Provide feedback to the General Manager on how to build organizational capacity and improve our business.

• Pro-actively share information and customer/manufacturer learning’s with other team members to help build organization capacity.

• Pro-actively manage personal skill development plan.

• Maintain current understanding of key industry initiatives and trends (ECR, Channel incursion, etc.) on an on-going basis. Excellent “fact-based” (conceptual) selling skills result in improved results. Concepts might include: average transaction size, tier migration, expandable consumption/HH penetration, store loyalty (demographics), brand and category loyalty, etc.

• Demonstrate leadership qualities consistent with Acosta’s culture with the result being increased business results.

• Miscellaneous duties as assigned.

• Meeting the physical requirements – listed below.

QUALIFICATIONS

Minimum Education and Work Experience:

• Bachelor’s degree or equivalent work experience in industry name required.

• Must have a proven track record in sales capacity with a food broker or major national company.

• Prior experience must demonstrate sales skills along with the ability to successfully manage and direct others.

Knowledge, Skills, and Abilities:

• Must be proficient in a variety of software packages used to support the sales function.

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ABOUT US

Acosta, and its subsidiaries, is an Equal Opportunity Employer

Job Category: Wholesale

Position Type: Full time

Business Unit: Sales

Salary Range: $85800.00 - $107200.00

Company: Acosta Employee Holdco LLC

Req ID: 40648