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Job Description
The Business Manager - ADW plays a critical leadership role in driving growth, expanding vendor partnerships, and strengthening customer relationships-most notably with Costco . This position blends strategic selling, financial accountability, and cross-functional collaboration to deliver results for both ADW and its clients.
Responsibilities
Essential Functions:

• Partner closely with the Director and Vice President , ADW, as well as vendor and customer stakeholders, to drive sales growth and execute shared business objectives.
• Own and manage an annual sales budget exceeding $25M , with full accountability for revenue performance, financial outcomes, and sales support activities.
• Serve as a trusted advisor and category expert , maintaining deep knowledge of vendor products, programs, category dynamics, and industry trends.
• Develop and execute business strategies aligned with Costco buyer and regional goals , ensuring ADW initiatives complement and support buyer objectives.
• Aggressively pursue new business opportunities with both existing and prospective vendors, including participation in trade shows and new item development initiatives.
• Collaborate with vendors on packaging, pricing, formulation, and innovation , creating items specifically tailored for Costco's customer and operational needs.
• Lead new item development and launches , working cross-functionally to bring innovative, market-relevant products to Costco shelves.
• Provide buyers with timely market intelligence , including category trends, competitive insights, and industry developments to maximize vendor potential.
• Manage demo, endcap, and other marketing investments , analyzing performance to ensure optimal return and sales impact.
• Conduct product sample cuttings , ensuring adherence to food safety standards and alignment with client and customer expectations.
• Perform plant audits and inspections , verifying compliance with Costco food safety, quality, and social responsibility standards.
• Resolve operational and political challenges proactively , including issues related to deliveries, quality, packaging, billing, and vendor performance.
• Communicate consistently with regional peers , sharing insights, challenges, opportunities, and best practices across the organization.
• Safeguard all confidential and proprietary information , maintaining the highest standards of integrity and professionalism.
• Support additional business initiatives and projects as assigned.

Qualifications
Education Requirements:

• 5-7+ years of progressive sales experience , preferably within CPG , including direct experience calling on Costco buyers
• Demonstrated success in a sales support, account management, or vendor-facing role within a large retail or wholesale environment
• Minimum of 2 years of experience in marketing, project management, or communications , supporting product launches, promotions, or category initiatives
• At least 2 years of people management or leadership experience , with the ability to influence cross-functional teams and external partners

Knowledge, Skills & Abilities

• Strong negotiation skills , including strategic planning and tactical execution in high-stakes selling environments
• Advanced analytical and marketing skills , with experience leveraging IRI and/or Nielsen (ACNielsen) data , post-promotion analysis, and category management insights
• Solid financial acumen , including the ability to develop profit and volume strategies, manage budgets, and interpret financial statements
• Working knowledge of logistics and supply chain fundamentals , including order processing, inventory management, and distribution methods
• Excellent presentation and communication skills , with the ability to prepare and deliver compelling presentations and respond effectively to buyer and stakeholder questions
• Deep understanding of the sales process , including contracts, promotions, and client/vendor systems
• Proven ability to handle confidential and proprietary information with professionalism and discretion
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About Us
Acosta Group is a collective uniting the most trusted retail, marketing, and foodservice agencies-Acosta, ActionLink, CORE Foodservice, CROSSMARK, Mosaic, Premium Retail Services, and Product Connections. Together, we connect consumers with the brands they love through omnichannel selling, merchandising, brand advocacy, and integrated marketing.
We recognize our associates are the foundation of our success. That's why we prioritize your growth, development, and well-being to help you reach your full potential. With programs designed to support a fulfilling work-life balance, we offer opportunities that fit your lifestyle and ambitions-whether you're looking for part-time flexibility or full-time career advancement.
Ready for a career path that's as unique as you? Discover your path at Acosta Group!
Acosta Group is an equal opportunity employer and will ensure that applicants with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed, please contact AskHR@acosta.com. Be sure to include "Applicant Accommodation" in the subject of your email to expedite the request.
Acosta Group believes in good faith that the minimum and maximum annual salary or hourly compensation range for this opportunity is accurate and reasonable at the time of posting.
AI and Automated Decision-Making Notice
We use artificial intelligence (AI) tools to help screen and/or assess applications for this role. These tools analyze information you provide (for example, your résumé or answers to application questions) to support our hiring team's review. All hiring decisions include human judgment.
If you have questions about our use of AI in recruitment or require an accommodation, please contact privacy@acosta.com or by calling us at 1-800-377-2754.
For more information about how we handle your information you can consult our privacy notice here: https://www.acosta.group/privacy-policy/.
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