Director, Business Development

DESCRIPTION

As an Enterprise Business Development Executive in the Connected Commerce division, you are the conversion engine of our digital commerce team. You will take ownership for identifying and developing opportunities and orchestrating complex, multi-threaded sales cycles with leading CPG brands and retailers. You will act as the "deal quarterback," navigating sophisticated buying committees and partnering with Solution Consulting and the broader Acosta group to map our omnichannel commerce, shopper marketing, digital shelf compliance, and retail media capabilities to tangible business outcomes.

RESPONSIBILITIES

• Lifecycle Management: Manage opportunities from lead to order, ensuring alignment with Connected Commerce's Enterprise Qualification Processes.

• Complex Deal Orchestration: Lead and manage multi-month enterprise sales cycles from the initial handover through to closed-won contracting. Maintain rigorous pipeline hygiene and precise forecasting in the CRM.

• Team Leadership: Leverage Acosta’s group and the company connections to drive a structured process to close opportunities.

• Value-Based Selling: Conduct deep discovery to uncover the financial and operational pain points of prospects. Translate these insights into compelling ROI narratives, moving the conversation away from features and toward measurable business outcomes.

• Buying Committee Navigation: Identify, engage, and build consensus among diverse stakeholder groups within target accounts, including C-suite executives, procurement officers, and functional leaders in eCommerce and Shopper Marketing.

• Internal Team Orchestration: Partner seamlessly with Solution Consultants to design technically viable, custom scopes of work (SOWs) and leverage Solution Marketing assets to outmaneuver competitors.

• Commercial Negotiation: Lead pricing strategy, financial modeling, and the negotiation of complex contract terms and Service Level Agreements (SLAs), ensuring deals are both profitable and executable.

QUALIFICATIONS

• Demonstrated ability to identify to work with marketing, client development etc. to develop opportunities through industry networking, discovering and strategic insights, value demonstrations and client references.

• Demonstrated track record of quota attainment in a senior enterprise sales or complex B2B services environment.

• Deep understanding of the retail, CPG, and connected commerce landscapes (including Amazon DSP, digital shelf management, and omnichannel strategies).

• Mastery of value-based selling methodologies (e.g., MEDDIC, Challenger Sale, or similar frameworks).

• Exceptional executive presence and the ability to articulate highly strategic concepts to C-level audiences.

• Strong financial acumen to build comprehensive business cases and total cost of ownership (TCO) models.

Why Join Us?

You will be stepping into a pivotal role within a growth-focused commercial organization. This position offers the opportunity to shape how the world's leading brands go to market, utilizing cutting-edge commerce solutions to drive measurable revenue engines and transform their omnichannel strategies.

ABOUT US

Acosta, and its subsidiaries, is an Equal Opportunity Employer

Job Category: Marketing

Position Type: Full time

Business Unit: Corporate

Salary Range: $102,900.00 - $128,600.00

Company: Acosta Employee Holdco LLC

Req ID: 29494