Senior Vice President, Natural Specialty

The Senior Vice President, Natural Specialty is a key executive leadership role responsible for driving profitable growth, strengthening client relationships, expanding new business, and leading high-performing teams within Acosta’s Natural Specialty business. This leader will shape strategy, develop talent, enhance customer engagement, and identify market opportunities that help natural, organic, gourmet, and specialty brands grow across retail channels.

Acosta’s Natural Specialty business supports brands across the natural, organic, gourmet, specialty, and related retail channels. This team helps clients strengthen retailer relationships, improve speed to shelf, optimize execution, and identify opportunities for scalable, profitable growth across an evolving marketplace.

Essentials Function of this Position

• Lead the Natural Specialty sales organization with responsibility for overall business development, client growth, team performance, and profitability.

• Develop and execute strategic growth plans that expand existing client partnerships, identify white-space opportunities, and secure new manufacturer relationships.

• Build and maintain strong executive-level relationships with key customers, clients, retailers, and internal stakeholders to support business objectives and long-term growth.

• Establish revenue, operating income, and expense management priorities; monitor performance monthly to ensure budget goals and financial objectives are achieved.

• Strengthen retail coverage, communication, and execution plans across grocery, natural, specialty, and related channels.

• Lead, coach, and develop directors, regional sales managers, and broader team members to support performance, engagement, and succession planning.

• Create a strong talent pipeline by identifying, mentoring, and preparing high-potential associates for future leadership opportunities.

• Champion Acosta values by setting clear expectations for leadership, collaboration, associate development, accountability, and client service excellence.

• Partner with internal training resources to develop onboarding, group training, and skill-building programs that support associate success and business needs.

• Prepare and deliver business reviews, market opportunity assessments, and strategic recommendations that support client growth and new business development.

• Negotiate and close business opportunities, contracts, and client agreements that align with company goals and profitability expectations.

• Ensure client goals and expectations are met or exceeded through disciplined execution, proactive communication, and continuous improvement.

• Perform other duties as assigned.

 Education and Experience

• Bachelor’s degree required; degree in business, marketing, sales, management, or a related field preferred.

• 10+ years of progressive experience in sales, marketing, business development, client leadership, or a comparable industry background.

• Proven success leading sales teams, developing leaders, managing performance, and building succession plans.

• Demonstrated experience developing growth strategies, expanding client relationships, and closing complex business opportunities.

• Strong negotiation experience, including contract discussions, closing techniques, and executive-level client engagement.

• Experience working in the Natural Food Industry to include 3+ years. As well as Whole Foods Market HQ management for 3+ years.

• Can successfully manage client relationship across major CPG’s and entrepreneurial companies.

• Understands Whole Foods Markets strict ingredient standards and has worked with companies in this space on understanding how to work with Whole Foods Markets.

• Executive presence with the ability to influence, present, and communicate effectively with senior leaders, clients, customers, and cross-functional partners.

• Strong strategic thinking, business acumen, and financial discipline, with the ability to translate market opportunities into measurable growth plans.

• Outstanding leadership, coaching, and people-development skills with a commitment to building high-performing, engaged teams.

• Ability to prioritize effectively, manage multiple initiatives, and drive results in a fast-paced, matrixed organization.

• Strong collaboration skills with the ability to work across multiple reporting lines, business units, and functional teams.

• Excellent written, verbal, and presentation skills.

• High proficiency with Microsoft Office, Outlook, web-based tools, and business systems; ability to leverage data and reporting to guide decisions.

• Ability and willingness to travel as business needs require.

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

This position offers the opportunity to influence a high-growth area of the business, lead talented teams, strengthen executive-level client partnerships, and help shape the future of Natural Specialty sales. The ideal candidate will bring a balance of strategic vision, operational discipline, people leadership, and a passion for helping brands succeed in a dynamic retail environment.

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