Vice President of Client Development

3 days ago

Rogers, Arkansas, United States Carlyle Group Full time
Job Description

The Client Development Team at Acosta is responsible for managing relationships with clients through strategic planning, objective setting, and plan execution. The team aims to achieve Acosta revenue targets by exceeding client Key Performance Indicators (KPIs) and expanding Acosta enterprise services to meet internal objectives.

Key Responsibilities
  • Oversee the development and execution of business opportunities with new and existing clients.
  • Collaborate with internal teams, including Business Insights, Retail, and Client Service, to provide client solutions through multifunctional cooperation.
  • Direct responsibility for the Business Developments team's capacity and capability.
  • Develop and maintain strong relationships with key clients and retailers to maximize opportunities to serve on industry associations or events.
  • Collaborate with proposal team members to develop strategy, establish production schedules, and develop resource plans to ensure timely responses.
  • Develop and execute lead generation plans and sales strategies for targeted markets.
  • Direct responsibility for assigned accounts.
  • Owns the Client team relationship and is accountable for overall client results, including overall profitability, developing and executing Acosta growth strategies/objectives, and developing the organization into a high-performance team.
  • Owns, delivers, and tracks the Team Client Annual business plan, bringing enterprise-wide understanding of Acosta capabilities to help solve client issues and drive increased Acosta revenue.
  • Develops Client wiring to manage and strengthen relationships with top executives from clients, elevating the conversation to the strategic level.
  • Manage the Acosta value equation with the senior executive team of the client, ensuring it is understood and advanced.
  • Recommend services and solutions to solve client business issues.
  • Monthly and Quarterly updates, forecasts, deductions, retailer issues.
  • Develops monthly summaries of client business progress vs. expectations and outstanding issues.
  • Leads monthly/quarterly QBR processes.
  • Initiates the strategic planning process with Acosta Customer Team Leaders and Local Business Managers, providing direction for team resources, both dedicated and shared.
  • Manage the Acosta revenue, budget, and P&L to achieve assigned Client business and financial goals, and to grow Acosta's total revenue, bonus capture, and services share at the Client.
  • Monitor/Resolve Monthly Revenue and forecast issues that may impact cash flow.
  • Owns annual forecast and tracking of projected commission and bonus.
Qualifications
  • Bachelor's degree required.
  • 5+ years of experience in the consumer packaged goods industry (Sales, Insights, or Marketing).
  • 4+ years of Acosta leadership experience: CBM, Department Manager, Team Leader, VP.
  • Proven leadership and management experience.
  • Proven broad multi-market/national experience and exposure.
  • Leads contract renegotiation experience.
  • Proven analytical ability with strong attention to detail, desire to work with financial and budgets.
  • Owns annual forecast and tracking of projected commission and bonus.
  • Customer Service/Supply Side experience a plus.
  • Ability to prioritize multiple demands (customer, client, Acosta) simultaneously and influence associates for results.
  • Strong interpersonal and written communication skills, including ability to conduct presentations and negotiate.
  • Proficiency with computers, including in-depth knowledge of business information support systems such as Becton-Shantz, MS Office, and Syndicated Data.

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