Business Manager

Role Overview

• 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.

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
• 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