DESCRIPTION
The SVP, Business Development is responsible for establishing and overseeing the execution of all new business opportunities as well as building our network and expanding influence within the industry. Responsibilities include implementation of the business development plan and activities including prospecting, lead generation and qualification, presentation development and follow-up.
RESPONSIBILITIES
Management: Talent and Team
Care hard and push hard; practice radical candor - Know the individual and their personal goals, help them try to get there. ID gaps in metrics of success and build plans to close
Bringing them along - important for them to see you lead by example, set the expectation on what great looks like, support them in their NB efforts and seek their support in yours
Develop Conference Strategy for you and team
Support and Co-Develop Agency Strategy
In partnership with Agency President and EVP Omni BD, co-develop strategies to include but not limited to NBD pipeline and prioritization, reimagining content and value proposition, pricing mix (working with CFO of Omni channel), and alignment/usage of direct reports on selling team
Deliver results
Deliver Revenue Quota of new business wins, client expansion per the direction of your established focus area or Agency president and motivate/support direct reports to deliver upon their goals
Deliver Profit target on deal-by-deal basis by working collaboratively with Finance/Pricing teams and Agency President, getting involved where needed to support direct reports in the same capacity
Effective management of time and resources
Weekly call frequency, minimum 5 unique client conversations weekly is expectation: 10 or more BIC
Say no quickly & professionally if client doesn't fit our category philosophy and investment criteria
Appropriately manage T&E by proper planning (i.e. traveling only when opportunity is real, in reach, verbal consideration of purchase from the client)
Reputational growth
Establishing yourself as an expert, daily readings of industry trends, quarterly review of retail profiles, understand critical market trends of your specified focus area (i.e. F & B, HBC, etc)
Involvement in trade association or other non-selling engagements with other industry peers, get to know the industry you work in, the clients, customers and other stakeholders
Being a good teammate
Developing a good understanding how we deliver our services within your Agency president and across AG, thorough knowledge of our value proposition and key stakeholder relationships are a must
Work closely and efficiently with Service Delivery Team (Sales org, BI org, DC org, etc) to involve where necessary with proper briefing and preparation ahead of client engagement
Functional Alignment
Work closely with Finance, Pricing, Legal and HR business partners to ensure alignment on client proforma, billing, revenue allocation, legal requirements and any major hiring needs attached to deal
Work closely with corporate marketing team to develop best in class story and presentation materials in support of the selling process
QUALIFICATIONS
Education and Work Experience
High School Diploma/Equivalent
10+ years of relevant work experience
8+ years of supervisory/management experience
10+ years of experience executing successful RFP proposal generation and developing business opportunities similar to those provided by Acosta.
Proven track record/ history of multi-million-dollar annual sales development.
Project Management from onset through transition.
Experience responding to RFPs and RFIs.
Prior experience in Retail, CPG, and/or manufacturing.
Knowledge, Skills and Abilities Requirements:
Proven ability to prospect new business via industry research and cold call, create a robust pipeline, and negotiate well to ensure deal closure.
Adept at storytelling and selling to business leaders.
Stellar presentation skills and ability to engage and lead client meetings with senior stakeholders.
Ability to lead, motivate, and influence team members (direct and indirect).
Highly developed Project Management skills.
Proven ability to analyze data and turn into real world solutions.
Adept at building sustainable relationships.
Extensive Industry contacts.
Entrepreneurial by nature.
High energy, positive thinker, collaborative, confident, consultative.
Strong interpersonal and highly developed writing skills; acute attention to detail.
Extensive exposure with Procurement & deep understanding of the role in a successful RFP.
Ability to travel 50%.
Physical Requirements:
Seeing
Ability to Travel
Listening
ABOUT US
Acosta is a part of Acosta Group - a collective of the industry's most trusted retail, marketing and foodservice agencies reimagining the way people connect with brands at every point in their shopping journey.
Specializing in retail sales services, digital strategy, and business intelligence, Acosta empowers brands to thrive in the world of omnichannel shopping. Our sales and digital teams build lasting relationships, ensuring our client brands get the space they deserve in stores and outperform the competition online, while our merch reps make brands shine in retail locations across the world.
But it's not just about what we do - it's about who we are. With a team of over 20,000 associates, we're a community of forward-thinking, value-driven professionals committed to an unmatched level of trust and transparency in the industry. And, we understand the importance of work-life balance, which is why many of our field roles provide our associates with flexible scheduling options. Join us and be a part of a team that values growth and making a real impact for our clients, retail partners and their customers.
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.
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DiscoverYourPath
Acosta, and its subsidiaries, is an Equal Opportunity Employer
Job Category: Exec Salary - Admin
Position Type: Full time
Business Unit: Sales
Salary Range: $171,000.00 - $222,300.00
Company: Acosta Services, Inc
Req ID: 12800
Employer Description: ACOSTA\EMP\DESC
