The Business Manager – ADW plays a critical leadership role in driving growth, expanding vendor partnerships, and strengthening customer relationships—most notably with Costco . This position blends strategic selling, financial accountability, and cross‑functional collaboration to deliver results for both ADW and its clients.
ResponsibilitiesEssential Functions:
Partner closely with the Director and Vice President , ADW, as well as vendor and customer stakeholders, to drive sales growth and execute shared business objectives.
Own and manage an annual sales budget exceeding $25M , with full accountability for revenue performance, financial outcomes, and sales support activities.
Serve as a trusted advisor and category expert , maintaining deep knowledge of vendor products, programs, category dynamics, and industry trends.
Develop and execute business strategies aligned with Costco buyer and regional goals , ensuring ADW initiatives complement and support buyer objectives.
Aggressively pursue new business opportunities with both existing and prospective vendors, including participation in trade shows and new item development initiatives.
Collaborate with vendors on packaging, pricing, formulation, and innovation , creating items specifically tailored for Costco’s customer and operational needs.
Lead new item development and launches , working cross‑functionally to bring innovative, market‑relevant products to Costco shelves.
Provide buyers with timely market intelligence , including category trends, competitive insights, and industry developments to maximize vendor potential.
Manage demo, endcap, and other marketing investments , analyzing performance to ensure optimal return and sales impact.
Conduct product sample cuttings , ensuring adherence to food safety standards and alignment with client and customer expectations.
Perform plant audits and inspections , verifying compliance with Costco food safety, quality, and social responsibility standards.
Resolve operational and political challenges proactively , including issues related to deliveries, quality, packaging, billing, and vendor performance.
Communicate consistently with regional peers , sharing insights, challenges, opportunities, and best practices across the organization.
Safeguard all confidential and proprietary information , maintaining the highest standards of integrity and professionalism.
Support additional business initiatives and projects as assigned.
Education Requirements:
5+ years of progressive sales experience , preferably within CPG , including direct experience calling on Costco buyers
Demonstrated success in a sales support, account management, or vendor-facing role within a large retail or wholesale environment
Minimum of 2 years of experience in marketing, project management, or communications , supporting product launches, promotions, or category initiatives
At least 2 years of people management or leadership experience , with the ability to influence cross‑functional teams and external partners
Knowledge, Skills & Abilities
Strong negotiation skills , including strategic planning and tactical execution in high‑stakes selling environments
Advanced analytical and marketing skills , with experience leveraging IRI and/or Nielsen (ACNielsen) data , post‑promotion analysis, and category management insights
Solid financial acumen , including the ability to develop profit and volume strategies, manage budgets, and interpret financial statements
Working knowledge of logistics and supply chain fundamentals , including order processing, inventory management, and distribution methods
Excellent presentation and communication skills , with the ability to prepare and deliver compelling presentations and respond effectively to buyer and stakeholder questions
Deep understanding of the sales process , including contracts, promotions, and client/vendor systems
Proven ability to handle confidential and proprietary information with professionalism and discretion
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Skills Required
- 5+ years of progressive sales experience, preferably within CPG, including direct experience calling on Costco buyers
- Proven success in sales support, account management, or vendor-facing roles within large retail or wholesale environments
- Minimum of 2 years experience in marketing, project management, or communications supporting product launches or promotions
- At least 2 years of people management or leadership experience
- Advanced analytical and marketing skills with experience leveraging IRI and/or Nielsen (ACNielsen) data and post-promotion analysis
- Strong negotiation skills and strategic selling experience in high-stakes environments
- Solid financial acumen, including budget management and interpreting financial statements
- Working knowledge of logistics and supply chain fundamentals (order processing, inventory management, distribution)
- Excellent presentation and communication skills for buyer and stakeholder engagement
- Deep understanding of the sales process, including contracts, promotions, and client/vendor systems
- Ability to handle confidential and proprietary information with professionalism
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.
