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.
Responsibilities- 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- 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
Physical Requirements- Sit for extended periods (typically 6+ hours per day).
- Use a computer, including keyboard and mouse, for prolonged periods.
- Lift and carry light items (e.g., files, office supplies, laptops, typically 20+ pounds).
- Reach, bend, or stoop occasionally to access files or office materials.
- Maintain focus and attention for long periods of desk-based work.
- Follow clear directions.
- Perform repetitive motions (e.g., typing, clicking) consistently throughout the day.
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