Serve as customer’s primary point of contact on principal-specific issues (i.e. category management, consumer shopping behavior, and promotion strategies).
Achieve fundamental goals and results at the lowest possible selling cost while maximizing company revenue (to include brokerage, commissions, bonuses, contest earnings, etc.)
Develop and sell customer business plans.
Deliver principal’s volume, share and sales fundamental goals (merchandising, assortment, pricing, shelving) for assigned customers at the lowest possible cost.
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.
Conduct internal team meetings on a monthly basis.
Assist all Business Managers on the customer team to provide clear direction and ensure they have a thorough understanding of opportunities.
Develop corporate relationships with customers. Maintain exceptional relationships with assigned customer.
Personally call on all key decision-makers within the assigned customer.
Represent Acosta on key corporate issues with customer.
Develop and maintain understanding of customer’s strategic plans and leverage in order to deliver results for Acosta’s principals.
Effectively function as a team player.
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.)
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.
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 (such as IRI Analyzer, Demographics, Excel, PowerPoint).
Demonstrate excellent analytical skills (including category management).
Maintain understanding of key industry initiatives and trends (ECR, Channel incursion, etc.).
Demonstrate excellent “fact-based” (conceptual) selling skills. Concept may include: average transaction size, tier migration, expandable consumption/HH penetration, store loyalty (demographics), brand and category loyalty, etc.
Exhibit leadership qualities consistent with Acosta’s culture.
Assist in the development of Business Managers, as well as the retail selling organization (Retail Sales Manager, Supervisors, and Territory Managers).
Provide feedback to the General Manager on how to build organizational capacity and improve our business.
Pro-actively manage personal skill development plan.
Supervise, monitor and evaluate individuals assigned to customer team.
Serve as resource to team members in developing their account understanding and penetration with all levels of customer management and share information regarding customers/manufacturers with other team members to help build organization capacity.
Serve as a key resource to help sell and execute major initiatives with customer.
Responsible for special projects as requested.