The Role
Lead strategic retail account management for CPG principals: own customer business plans, drive sales and market share, manage trade funds and budgets, leverage data/technology, ensure in‑store and online execution, collaborate cross‑functionally, and deliver special projects to grow distribution, mix, and profitability.
Summary Generated by Built In
As a Senior Customer Manager, you’ll be the strategic driver behind our principals’ success at key retail accounts. You’ll own the customer business plan, lead joint business planning, and deliver measurable growth in sales and market share—all while building strong partnerships and maximizing profitability. If you thrive in a fast-paced, data-driven environment and love turning insights into action, this is your opportunity to make an impact.
ResponsibilitiesWhat you’ll do
Drive profitable growth for our principals across assigned customer accounts and divisions/markets—owning the plan, the relationship, and the in‑store execution that increases sales and market share.
- Deliver sales & share targets. Achieve principals’ volume and “MAPS” fundamentals—Merchandising, Assortment, Pricing, Shelving—at the lowest cost, while maximizing company revenue (brokerage, commissions, bonuses, contest earnings).
- Build and sell the Customer Business Plan. Develop data‑driven plans that reflect principals’ priorities; personally present and sell programs, concepts, and innovation to all customer decision‑makers.
- Be the customer’s primary point of contact. Lead day‑to‑day engagement on category management, consumer/shopper insights, promotion strategies, and long‑range planning to improve joint business results.
- Win at the shelf and online. Secure competitively superior in‑store presence and execution across assigned stores; partner closely with HQ, field supervisors, and customer operations for both direct and indirect customers.
- Steward budgets & trade funds. Operate within budget and oversee manufacturers’ expenditures; manage and reconcile trade marketing funds and direct shipments (via Sales Support Coordination) to maximize ROI and minimize deductions.
- Leverage data & technology. Utilize company systems and retail/customer data to identify opportunities, track performance, and inform selling stories that convert. Continuously build skills on our communication and analytics platforms.
- Collaborate to scale impact. Partner with Retail Sales Managers on major initiatives (new item launches, selling drives, contests) and provide timely priorities and insights to supervisors and shared resources (marketing, technology, admin).
- Lead communication with principals. Proactively update key principals on results, risks, and opportunities; align on strategies that accelerate growth and strengthen the partnership.
- Strategize and pioneer growth. Apply strategic planning to protect core business and develop new business that expands distribution, improves mix, and grows profitability.
- Elevate organizational capacity. Share market/customer intelligence across the team and provide feedback to leadership on process, tools, and capabilities that improve how we work.
- Own special projects. Deliver high‑visibility initiatives and ad‑hoc projects that advance customer or principal objectives.
Education
- Bachelor’s degree; Business, Marketing, or related field preferred.
Experience
- Minimum 5+ years of progressive experience in Consumer- Packaged Goods (CPG), retail account management, marketing, or space management.
- Proven success in customer business planning, category management, and driving sales growth.
- Experience managing trade marketing funds, budgets, and financial performance; sales administration or finance background is a plus.
Technical Skills
- Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Outlook) and strong knowledge of web-based applications and data analytics tools.
- Ability to leverage technology and reporting systems to develop insights and execute plans.
Core Competencies
- Exceptional presentation and communication skills—able to influence decision-makers and build strong relationships.
- Strong strategic thinking and business development capabilities to identify growth opportunities and pioneer new initiatives.
- Highly organized with the ability to manage multiple projects simultaneously in a fast-paced environment.
- Collaborative mindset—comfortable working cross-functionally with retail, marketing, and operations teams.
- Results-driven with a focus on sales fundamentals (Merchandising, Assortment, Pricing, Shelving) and delivering measurable outcomes.
#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.
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#DiscoverYourPath
Skills Required
- Bachelor's degree (Business, Marketing, or related)
- Minimum 5+ years progressive experience in CPG, retail account management, marketing, or space management
- Proven success in customer business planning, category management, and driving sales growth
- Experience managing trade marketing funds, budgets, and financial performance
- Sales administration or finance background
- Advanced proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Outlook)
- Strong knowledge of web-based applications, data analytics tools, and reporting systems
- Exceptional presentation and communication skills with ability to influence decision-makers
- Strong strategic thinking and business development capabilities
- Ability to manage multiple projects simultaneously in a fast-paced environment
- Collaborative mindset and cross-functional partnership experience
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The Company
What We Do
Acosta Group fuses storied expertise, unmatched connectivity and advanced insight to accelerate brand growth – everywhere you sell. Our collective of the most trusted retail, marketing and foodservice agencies is reimagining how people connect with brands at every point in the consumer journey. Comprised of Acosta, ActionLink, CORE Foodservice, CROSSMARK, Mosaic, Premium Retail Services and Product Connections, Acosta Group understands and anticipates evolving consumer needs, fueling accelerated performance to connect tomorrow's commerce today. The collective delivers end-to-end solutions, including headquarter sales services, omnichannel retail solutions, assisted sales and training, integrated marketing, foodservice sales enablement and culinary solutions, and the most advanced data and insights.
