Senior Vice President Business Development

Acosta Group is proud to foster a corporate culture that is empowering, inclusive and responsible. Our values center on people, integrity, results, trust, teamwork, innovation, and balance. Having associates who live these values and have a great passion for what they do makes AG a parent company to work for.

CROSSMARK offers service-based solutions to help your brand grow in stores and online. With the sales and marketing expertise at our disposal, we can provide you with the ultimate end-to-end service. That means better decision making, actionable insights, unearthing exciting new retail opportunities, and giving you an instant understanding of your current and future performance. 

The Senior Vice President, Business Development is responsible for creating, shaping, and accelerating enterprise growth through the acquisition of strategic new clients and the expansion of the footprint of our existing partnerships. This leader serves as a catalyst for growth, translating market opportunities into scalable revenue streams while strengthening CROSSMARK’s position as the premier commercial partner across the CPG ecosystem.

Success in this role requires more than selling. It demands the ability to influence executive stakeholders, engage internal leaders, orchestrate cross-functional resources, identify emerging opportunities, and create compelling growth narratives and strategies that translate business identification into results.

The SVP will lead a team of business development professionals while serving as a visible industry ambassador, strategic storyteller, and trusted advisor to prospective clients.

Leadership Expectations

The ideal leader will consistently demonstrate the values and behaviors expected of AG’s senior leadership team:

Growth Mindset

Relentlessly pursues opportunities to create value for clients and CROSSMARK. Challenges the status quo and proactively identifies new sources of growth.

Enterprise Leadership

Operates beyond organizational silos and mobilizes teams across sales & customers teams, strategy, pricing, insights, operations, and executive leadership to create winning solutions.

Strategic Curiosity

Maintains a deep understanding of industry dynamics, competitive trends, retailer strategies, and client priorities to anticipate opportunities before they emerge.

Accountability

Owns business outcomes, drives disciplined execution, and holds teams accountable to commitments, timelines, and performance expectations.

Talent Development

Builds and develops high-performing teams through coaching, mentorship, and succession planning while fostering a culture of collaboration and continuous improvement.

Executive Presence

Represents CROSSMARK with confidence and credibility among CEOs, Presidents, Chief Commercial Officers, Procurement leaders, and other senior decision-makers.

Drive Enterprise Growth

• Deliver against annual revenue and profitability targets through strategic new business acquisition.
• Develop and execute comprehensive growth strategies focused on targeted manufacturers, categories, and market segments.
• Identify, qualify, and prioritize high-value opportunities that align with CROSSMARK’s strategic capabilities and long-term growth objectives.
• Expand relationships within existing clients by identifying opportunities to introduce additional CROSSMARK solutions and integrated services.

Lead Strategic Pipeline Management

• Establish and maintain a robust, predictable pipeline that creates sustainable future growth.
• Drive disciplined CRM utilization, opportunity progression, and forecasting accuracy.
• Leverage data, market intelligence, and industry relationships to identify emerging opportunities and competitive threats.
• Ensure consistent qualification standards and resource prioritization across all opportunities.

Own the Pursuit Process

• Lead the enterprise pursuit strategy for strategic opportunities, RFPs, and transformational engagements.
• Partner with proposal, pricing, finance, operations, and executive teams to develop differentiated solutions and compelling commercial strategies.
• Establish clear win strategies, value propositions, storylines, and competitive positioning for each pursuit.
• Ensure flawless execution from opportunity identification through contract execution and client transition.

Elevate Executive Selling

• Build trusted relationships with senior client stakeholders and buying teams.
• Lead executive-level discussions that focus on business outcomes vs than capabilities alone.
• Deliver compelling, insight-driven presentations that differentiate CROSSMARK through strategic thinking, commercial expertise, and measurable value creation.
• Influence key decision-makers through effective storytelling and consultative engagement.

Build Organizational Capability

• Recruit, develop, and retain top-performing business development talent.
• Create a culture of accountability, collaboration, and continuous learning.
• Coach team members to improve executive engagement, opportunity strategy, storytelling, and closing effectiveness.
• Share best practices and institutionalize winning processes across the organization.

Serve as an Industry Ambassador

• Maintain an active presence within the CPG, retail, and commercial services communities.
• Represent CROSSMARK at industry events, conferences, and executive forums.
• Cultivate a broad network of industry relationships that generate insights, opportunities, and strategic introductions.
• Other duties as assigned.

Experience

• 10+ years of progressive leadership experience in business development, sales, consulting, or commercial strategy.
• Proven history of generating and closing multimillion-dollar revenue opportunities.
• Demonstrated success leading complex pursuits, enterprise sales cycles, and competitive RFP processes.
• Experience working with leading CPG manufacturers, retailers, or commercial service organizations.
• Prior leadership experience managing and developing high-performing teams.

Knowledge & Capabilities

• Deep understanding of the CPG, retail, and commercial services industries.
• Exceptional executive communication and storytelling skills.
• Strong business acumen with the ability to translate data into actionable growth strategies.
• Expertise in opportunity strategy, pipeline management, and complex deal orchestration.
• Ability to influence stakeholders across all levels of an organization.
• Proven relationship-building capability with executive-level decision-makers.
• High degree of personal ownership, resilience, adaptability, and intellectual curiosity.
• Entrepreneurial mindset paired with disciplined execution.

Definition of Success

This leader will be measured not only by revenue generated, but by their ability to:

• Build a sustainable growth engine.
• Create enterprise-level opportunities where others see transactions.
• Develop future business development leaders.
• Elevate CROSSMARK’s reputation in the marketplace.
• Drive cross-functional collaboration that improves win rates.
• Consistently convert relationships, insights, and strategy into profitable growth.

Physical Requirements:

• Sit for extended periods (typically 6+ hours per day)

• Use a computer, including keyboard and mouse, for prolonged periods

• Lift and carry light items (e.g., files, office supplies, laptops, typically 20+ pounds)

• Reach, bend, or stoop occasionally to access files or office materials

• Maintain focus and attention for long periods of desk-based work

• Follow clear directions

• Perform repetitive motions (e.g., typing, clicking) consistently throughout the day

• Strong interpersonal and highly developed writing skills; acute attention to detail.

• Ability to travel as needed.

In short, this role is expected to function as a Chief Growth Officer mindset for CROSSMARK operating within the Business Development organization—creating opportunities, influencing markets, developing people, and delivering growth that outperforms the industry.

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