The Role
Leads sales growth and profitability for assigned customers and principals. Develops customer business plans, manages revenue and trade-marketing funds, builds executive relationships, identifies new opportunities, applies category management insights, and coaches Business Managers. Oversees customer expenditures, sales fundamentals, client engagement, and strategic alignment while representing the company with key manufacturers and retail partners.
Summary Generated by Built In
The Director is critical to the current and future growth and profitability of the Company. The Director of Sales is recognized by both the Management Committee and peers as a key contributor to enterprise results and strategic priorities. This role requires a high degree of leadership capability and executional excellence, with appointment to Director requiring Management Committee approval.
The Director is a skilled and influential leader focused on building strong customer and client relationships while driving sustainable growth. The role partners cross-functionally to develop and activate category growth strategies, strengthen client engagement, and deliver profitable share growth. As a critical leader, the Director plays an integral role in shaping channel strategy and driving alignment across the organization.
Responsibilities- Achieve Corporate Revenue Goals: Drive and deliver corporate revenue targets within the agreed timelines and budget constraints.
- Maximize Sales Fundamentals: Ensure principals' volume, share, and sales fundamentals (Merchandising, Assortment, Pricing, and Shelving) are met for assigned customers at the lowest possible cost.
- Optimize Selling Costs: Achieve goals while minimizing selling costs and maximizing company revenue through brokerage, commissions, bonuses, and contest earnings.
- Oversee Expenditures: Manage manufacturers' expenditures at the customer level efficiently.
- Develop Customer Business Plans: Create and sell comprehensive business plans, communicating principals' priorities to various managers and the retail selling organization to achieve in-store presence and business objectives.
- Build Strong Relationships: Establish and maintain superior business relationships with all customers, personally engaging with key decision-makers.
- Primary Point of Contact: Serve as the main contact for customer-specific issues, including Category Management, Consumer Shopping Behavior, and Promotions Strategies.
- Manage Trade-Marketing Funds: Develop systems to manage trade-marketing funds in line with company guidelines and policies, aiming to minimize sales-related deductions.
- Coach and Assist Business Managers: Provide guidance and support to Business Managers in managing their accounts and enhancing their understanding of principal accounts.
- Leverage Corporate Capabilities: Maintain exceptional relationships with principals, representing the company on key issues and leveraging multi-functional resources for business gain.
- Identify New Opportunities: Develop relationships with key manufacturers to uncover new business opportunities and increase principals' business.
- Utilize Analytical Skills: Apply excellent analytical skills, including Category Management, to improve business results and stay updated on industry trends.
- Exhibit Leadership Qualities: Demonstrate leadership qualities consistent with the company's culture, develop and oversee the performance of assigned Business Managers.
- Special Projects: Take on special projects as requested, ensuring all physical requirements are met.
Education
- High School Diploma/GED
- Bachelor’s Degree
Work Experience
- Must have a proven track record in a sales capacity with a food broker or major national company.
- Prior experience must demonstrate sales skills with the ability to successfully manage and direct others.
Knowledge, Skills and Abilities
- Proficient in a variety of software packages used to support the sales function
- Possess strong interpersonal, organizational, presentation, negotiation, and sales skills.
- Ability to analyze sales and marketing information needed to make effective sales presentations.
- Valid driver’s license.
- This position requires that you drive on behalf of Acosta Sales & Marketing. Therefore, any DUI/DWI conviction in the past 36 months will be an immediate disqualifier for this position.
#DiscoverYourPath
About Us Acosta is a part of Acosta Group – a collective of the industry’s most trusted retail, marketing and foodservice agencies reimagining the way people connect with brands at every point in their shopping journey.
Specializing in retail sales services, digital strategy, and business intelligence, Acosta empowers brands to thrive in the world of omnichannel shopping. Our sales and digital teams build lasting relationships, ensuring our client brands get the space they deserve in stores and outperform the competition online, while our merch reps make brands shine in retail locations across the world.
But it’s not just about what we do – it’s about who we are. With a team of over 20,000 associates, we’re a community of forward-thinking, value-driven professionals committed to an unmatched level of trust and transparency in the industry. And, we understand the importance of work-life balance, which is why many of our field roles provide our associates with flexible scheduling options. Join us and be a part of a team that values growth and making a real impact for our clients, retail partners and their customers.
Acosta Group is an equal opportunity employer and will ensure that applicants with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed, please contact [email protected]. Be sure to include "Applicant Accommodation" in the subject of your email to expedite the request.
Acosta Group believes in good faith that the minimum and maximum annual salary or hourly compensation range for this opportunity is accurate and reasonable at the time of posting.
The Acosta Group utilizes E-Verify for validating the ability to work in the United States for all job candidates. If you want more information on what this entails and your rights as a job applicant, please use the link provided to access information on our use of E-Verify and your right to work. Employer Resources (e-verify.gov)
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#DiscoverYourPath
Skills Required
- High school diploma or GED
- Bachelor's degree
- Proven sales experience with a food broker or major national company
- Demonstrated ability to manage and direct others
- Proficiency with software packages supporting the sales function
- Strong interpersonal, organizational, presentation, negotiation, analytical, and sales skills
- Valid driver's license
- No DUI or DWI conviction within the past 36 months
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The Company
What We Do
Acosta is an integrated sales and marketing services provider that enables consumer packaged goods brands and retailers to win in the modern marketplace by delivering progressive solutions and exceptional service. With more than 90 years of experience, Acosta understands evolving consumer needs and helps its clients and customers stay a step ahead, fueling their accelerated performance. For more information, please visit www.acosta.com.
