• Natural Specialty Sales – Account Manager

    Work State US-ME
    Job ID
    Work City
    Position Type
    Regular Full-Time
    Work Zip
  • Overview

    Responsible for the management of the assigned Principals' business within designated accounts.  Primary responsibility includes increasing sales and market share of the brands represented, while earning a profit for our manufacturers and Acosta.


    • Maintain and build principals’ volume and share cost effectively for their brands through headquarter and retail selling.
    • Achieve results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, bonuses, contest earnings, etc.); oversee all manufacturers expenditures at the customer.
    • Achieve competitively superior in-store presence in the stores assigned to them (if applicable).
    • Personally call on headquarter, supervisors, and other customer operations personnel for both direct and indirect customers.
    • Manage manufacturers’ trade marketing funds, process direct shipments and leverage data to sell concepts to the customer, as required.
    • Report directly to the General Manager, Director, or Team Leader.
    • Some Account Managers may have responsibility for the effectiveness and personal development of direct reports.
    • Deliver principals’ objectives to include volume and sales fundamentals (Merchandising, Assortment, Pricing and Shelving) goals at the assigned customers at the lowest possible cost.
    • Manage both direct and indirect customers as appropriate.
    • Develop effective systems to manage trade-marketing funds at the assigned customers in accordance with Company guidelines and policies, as well as those of the principal.  Work to minimize Sales Related Deductions.
    • Operate within the Corporate Budget.
    • Pro-actively communicate with key principals.
    • Collaborate with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives, contests, etc.).
    • Solicit principals’ support for customer sponsored events and drives (i.e. Charity benefits, sponsorships, etc.).
    • Personally call on all decision-makers at the customer to sell business plans, programs, and concepts that improve long-term business results.
    • Effectively use knowledge of customer, market, and principal to successfully sell principals’ specific programs and initiatives as well as Company objectives and initiatives – involve Marketing, Technology, and Administrative resources as needed to accomplish the objectives.
    • Utilize General Manager, and Business Managers to understand and leverage customer strategies, and to develop conceptual Sales presentations that can deliver principals’ objectives.
    • Provide feedback on the effectiveness of principals’ strategies, selling programs, and initiatives to the Principal and the General Manager.
    • Provide timely information, principals’ expertise and selling priorities to the Sales Manager, supervisor, and shared resources (Marketing, Technology, and Administration).
    • Maintain current account distribution information.
    • Review all market pricing reports on a regular basis for accuracy and competitive activity.
    • Pro-actively share information and customer/principal information with other team members to help build organization capacity.
    • Develop a Customer Business Plan that will deliver the principals’ business priorities.
    • Utilize computer systems and technology to achieve the objectives of the Customer Business Plan.
    • Develop and maintain personal skill levels to support the use of retail communication systems (RW3).
    • Assist in the development of the Retail Selling Organization (Sales Manager, Supervisors, and Territory Managers).
    • Provide feedback to the General Manager on how to build organizational capacity and improve our business.
    • Supervise, monitor and evaluate the personal development of any direct reports and conduct  Performance Reviews.
    • Pro-actively manage personal skill development plan.
    • Responsible for special projects as requested.
    • Miscellaneous duties as assigned.


    • Bachelor's Degree or equivalent 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 along with the ability to successfully manage and direct others.
    • Must be able to effectively communicate with others.
    • Must be able to speak, hear and sit for long periods of time.
    • Must have good vision, dexterous use of both hands and be able to operate a calculator, computer, overhead projector, slide projector, printer, fax machine, telephone and copier.
    • Must have a valid driver’s license and be able to drive a car.
    • Must be willing to travel.
    • Must be proficient in a variety of software packages used to support the sales function.
    • Must possess strong interpersonal, organizational, presentation, negotiation and sales skills.
    • Must have the ability to analyze sales and marketing information needed to make effective sales presentations.

    Acosta Sales & Marketing is an Equal Opportunity Employer



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