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Natural Specialty Sales - Director

Company: Acosta, Inc.
Location: Rochester
Posted on: June 24, 2022

Job Description:

The Director of Natural Specialty Sales is an opportunity supporting Acosta within the growing Natural Specialty Sales Division. -At Acosta we are privileged to lead a passionate, knowledgeable, and experienced Natural Specialty Sales Channel. Our team of experts have deeply rooted backgrounds in the natural industry which helps us provide best in class service to our Clients and Retailers. When they succeed, Acosta succeeds! We partner with clients and retailers who are committed to making a positive social, ethical, and environmental impact on our world.
To be successful, you must be analytical and proficient with retail and syndicated data. Strong interpersonal skills, ability to work with our clients, and manage increasing market share within Meijer are also required. - Located in larger markets, the Director owns responsibility for the management and development of Business Managers and Account Managers aligned by retail categories/departments such as Grocery, Frozen Foods, HBC, Deli/Bakery, Confection, etc. The Director of Natural Specialty Sales is also accountable to the General Manager for all sales functions within his/her department. - -

  • Deliver Corporate revenue goals on the agreed upon timing while operating within the Corporate budget.
  • Deliver principals' volume, share and sales fundamentals goals (Merchandising, Assortment, Pricing, 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 manufactures' expenditures at the customer level.
  • 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.
  • Develop and maintain superior business relationships with all customers in the market. - Personally call on key decision-makers within the assigned customer.
  • Serve as customer's primary point of contact on principal-specific issues (i.e. Category Management, Consumer Shopping Behavior, and Promotions Strategies).
  • 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 Deduction.
  • Assist and coach Business Managers in the management of assigned accounts.
  • Assist with principals in order to increase their account understanding and where appropriate.
  • Develop and maintain exceptional relationships with assigned principals and sell total Corporate capabilities.
  • Represent Acosta, Inc. on key corporate issues with principals to leverage total multi-functional resources (HQ Sales, Retail, Administration, Marketing) for business gain.
  • Develop opportunities to increase principals' business by leveraging category and department expertise.
  • Develop relationships with key manufacturers to develop new business opportunities.
  • 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.
  • Possess and exhibit excellent knowledge of all categories within assigned department.
  • Possess and demonstrate superior technological skills (spreadsheets, graphics, etc.).
  • Possess and demonstrate excellent analytical skills (including Category Management) to be utilized to improve business results.
  • Maintain current understanding of key industry initiatives and trends (ECR, Channel incursion, etc.) on an on-going basis.
  • Possess and demonstrate excellent "fact-based" (conceptual) selling skills resulting in improved results. Concepts might include: average transaction size, tier migration, expandable consumption/HH penetration, store loyalty (demographics), brand and category loyalty, 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).
  • Possess and demonstrate leadership qualities consistent with Acosta's culture.
  • Develop and over see results of assigned Business Managers.
  • Develop, supervise, monitor and evaluate direct reports. Create developmental plan for all direct reports to include implementation of Acosta's Performance Agreement System.
  • Responsible for special projects as requested.


    • Bachelor of Arts 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 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.
    • Must have a valid driver's license

      Acosta Sales & Marketing is an Equal Opportunity Employer
      By submitting your application you agree with and accept the Acosta Privacy Statement and Terms of Conditions.
      US: -
      Canada: -

Keywords: Acosta, Inc., Rochester , Natural Specialty Sales - Director, Executive , Rochester, New York

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