Deliver principals’ volume, share, and sales fundamentals goals (Merchandising, Assortment, Pricing, and Shelving) for assigned customers at the lowest possible cost.
Achieve fundamental goals and results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, bonuses, contest earnings, etc.). Oversee manufacturers’ expenditures at the customer.
Develop and sell Customer Business Plans. Communicate Principals’ priorities to Sales Managers, Sales Technology Managers, Marketing Managers, Business Managers, Account Managers, and the Retail Selling Organization to deliver in-store presence and business objectives.
Demonstrate strategic planning in order to maintain principals’ business and build volume.
Demonstrate business development (pioneering) skills to result in new and increased business.
Serve as customer’s primary point of contact on principal-specific issues (i.e. Category Management, Consumer Shopping Behavior, and Promotion Strategies).
Positively and professionally represent Acosta in the Trade (Role with customer, role on industry committees, etc.); develop productive relationships within the trade on an on-going basis.
Deliver Corporate revenue goals on the agreed upon timing while operating within the Corporate Budget.
Develop effective systems to manage trade-marketing funds at the assigned customers in accordance with Acosta guidelines and policies, as well as those of the principal. Work to minimize Sales Related Deductions.
Manage and participate in the development and presentation of interviews of new principals.
Develop corporate relationships with principals and customers. Pro-actively communicate with key principals.
Effectively function as a team player.
Coordinate on-going communication between the General Managers and key principals, and between principals and Account Managers.
Collaborate with Retail Sales Managers on all major retail initiatives (new product introductions, selling drives, contests, etc.).
Coordinate principals’ market visits and key account calls.
Solicit principals’ support for customer sponsored events and drives (i.e. Charity benefits, Sponsorships, etc.).
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 Senior Vice President, General Manager, Team Leaders, and Senior 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, along with retail-ready selling tools (organizers, surveys, etc.) 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. Collect and report all competitive activity.
Assist Account Coordinators to ensure administration is current and accurate.
Demonstrate superior technological skills (spreadsheets, graphics, etc.).
Utilize computer systems and technology to develop conceptual presentations to achieve the objectives of the Customer Business Plan. This includes developing and maintaining personal skill levels to support the use of retail communication systems (RW3) as well as basic analysis tools (IRI Analyzer, Demographics, Excel, PowerPoint).
Demonstrate excellent analytical skills (including Category Management) to improve business results.
Assist in the development of Business Managers, Account Managers as well as 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.
Pro-actively share information and customer/manufacturer learning’s with other team members to help build organization capacity.
Pro-actively manage personal skill development plan.
Maintain current understanding of key industry initiatives and trends (ECR, Channel incursion, etc.) on an on-going basis. Excellent “fact-based” (conceptual) selling skills result in improved results. Concepts might include: average transaction size, tier migration, expandable consumption/HH penetration, store loyalty (demographics), brand and category loyalty, etc.
Demonstrate leadership qualities consistent with Acosta’s culture with the result being increased business results.
Miscellaneous duties as assigned.