Job DescriptionThe 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.
ResponsibilitiesEssential 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.
QualificationsEducation Requirements: - 5+ 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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