Job Description

The Senior Business Manager plays a critical role in driving the Company’s current and future growth and profitability. This position is recognized by executive leadership and peers as a key contributor to the organization and requires demonstrated excellence in performance and leadership. Appointment to the Senior Business Manager role requires Management Committee approval.

The Senior Business Manager is responsible for delivering principals’ volume, share, and sales fundamentals—including merchandising, assortment, pricing, and shelving—for assigned customers, while achieving results at the lowest possible selling cost and maximizing Company revenue.

Business & Financial Performance

• Deliver principals’ volume, share, and executional fundamentals while minimizing selling costs and maximizing Company revenue (including brokerage, commissions, bonuses, and contest earnings).
• Manage and oversee manufacturers’ expenditures at the customer level.
• Deliver Corporate revenue goals within agreed timelines and operate within the approved Corporate Budget.
• Develop and maintain effective systems to manage trade marketing funds in compliance with Acosta and principal guidelines, while working to minimize sales-related deductions.

Customer & Principal Management

• Develop, sell, and execute Customer Business Plans aligned to principals’ priorities and business objectives.
• Serve as the primary point of contact for customers on principal-specific initiatives, including Category Management, consumer shopping behavior, and promotion strategies.
• Develop and maintain strong, professional relationships with customers, principals, and industry partners, representing Acosta positively within the trade and on industry committees.
• Proactively communicate with key principals and coordinate ongoing communication between General Managers, Account Managers, and principals.
• Provide feedback to principals and General Managers on the effectiveness of strategies, selling programs, and initiatives.

Strategic Planning & Business Development

• Demonstrate strategic planning capabilities to protect existing business and drive volume growth.
• Identify and pursue new business opportunities through business development and pioneering initiatives.
• Effectively leverage customer, market, and principal insights to sell programs, initiatives, and Company objectives, engaging Marketing, Technology, and Administrative resources as needed.
• Utilize senior leadership and cross-functional partners to understand customer strategies and develop conceptual, fact-based sales presentations.

Sales Execution & Collaboration

• Communicate principals’ priorities clearly to Sales Managers, Business Managers, Account Managers, Marketing, Technology, and the Retail Selling Organization to ensure strong in-store execution.
• Collaborate with Retail Sales Managers on major retail initiatives, including new product launches, selling drives, and contests.
• Coordinate principals’ market visits, key account calls, and customer-facing activities.
• Solicit principals’ support for customer-sponsored events, community initiatives, and sponsorships.

Data, Technology & Analytics

• Maintain accurate account distribution and pricing information; regularly review market pricing reports and report competitive activity.
• Demonstrate strong analytical capabilities, including Category Management, to improve business results.
• Use technology and systems (RW3, IRI Analyzer, demographics tools, Excel, PowerPoint, and related platforms) to develop conceptual, retail-ready selling presentations and tools.
• Demonstrate superior proficiency with software, spreadsheets, graphics, and related sales technologies.

Leadership & Talent Development

• Assist in the recruitment, interview, and onboarding of new principals.
• Support the development of Business Managers, Account Managers, and the Retail Selling Organization.
• Share best practices, insights, and learnings proactively to build organizational capability.
• Provide feedback to the General Manager on opportunities to strengthen organizational effectiveness and business performance.
• Actively manage personal professional development and maintain awareness of key industry trends and initiatives.

Additional Responsibilities

• Effectively function as a team player and model leadership behaviors aligned with Acosta’s culture.
• Maintain current knowledge of industry initiatives and apply fact-based, conceptual selling approaches to improve results.
• Perform additional duties as assigned.

Minimum Education and Work Experience

• Bachelor’s degree or equivalent work experience in the industry is required.
• Proven track record of success in a sales capacity with a food broker or major national company.
• Prior experience must demonstrate strong sales skills and the ability to manage and direct others successfully.

Knowledge, Skills, and Abilities

• Proficiency in a variety of software packages used to support the sales function.
• Strong analytical, communication, presentation, and leadership skills.

Physical Requirements

• Ability to see, hear, touch, and communicate effectively.
• Ability to travel as required.