Manager Business ADW

The 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.

Essential 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.

Education Requirements:     

• 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

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