Director Business Development

Walmart-CAAC Customer as a Client Acosta Group

Overview

The Director of Business Development is responsible for driving enterprise growth, revenue expansion, and strategic partnership development for Acosta Group's Walmart business. This role will identify, cultivate, and convert new business opportunities while strengthening executive-level relationships across Walmart, and Acosta Group's portfolio of agency and service offerings.

A key focus of this position is advancing Acosta Group's Customer as a Client (CAAC) strategy by developing and growing direct business partnerships with Walmart. The Director will work closely with Walmart leadership and Acosta Group's cross-functional teams to identify, develop, and scale new store program opportunities that drive mutual value, operational excellence, shopper engagement, and business growth.

As a visible representative of Acosta Group, this leader must champion the organization's values, capabilities, and integrated service solutions while serving as a trusted advisor to customers, clients, and internal stakeholders. 

Responsibilities

Business Growth & Revenue Development

• Develop and execute strategic growth plans that deliver incremental revenue and profit for Acosta Group across Walmart.
• Identify, qualify, and secure new business opportunities aligned with Acosta Group's enterprise capabilities.
• Drive growth initiatives that support the company's long-term strategic objectives and market expansion goals.
• Build and maintain a robust pipeline of opportunities across merchandising, retail services, experiential, retail media, analytics, shopper marketing, and emerging solutions.
• Lead the development and execution of customer-facing growth strategies, business cases, proposals, and presentations.

Customer as a Client (CAAC) Leadership

• Lead Acosta Group's CAAC strategy with Walmart by developing direct customer relationships focused on Walmart-owned programs and initiatives.
• Identify and pursue new store program opportunities that create value for Walmart while generating sustainable revenue growth for Acosta Group.
• Collaborate with Walmart stakeholders to develop innovative solutions that improve store execution, shopper experience, operational efficiency, and category performance.
• Serve as a strategic partner to Walmart leaders, uncovering unmet needs and aligning Acosta Group capabilities to address business priorities.
• Develop multi-year growth strategies that strengthen Acosta Group's position as a preferred partner for Walmart's future initiatives.

Relationship Management

• Establish and strengthen relationships with key Walmart decision-makers, industry influencers, clients, suppliers, and strategic partners.
• Build executive-level credibility and serve as the primary point of contact for targeted new business opportunities.
• Partner closely with internal leadership teams to ensure alignment between customer needs and Acosta Group capabilities.
• Strengthen collaboration across business units to deliver integrated solutions and maximize enterprise growth opportunities.
• Expand awareness of Acosta Group's industry-leading capabilities within the Walmart ecosystem.

Strategic Partnerships & Market Development

• Evaluate existing partnerships and growth initiatives to identify opportunities for expansion and optimization.
• Research emerging industry trends, retail innovations, and customer priorities to identify new revenue opportunities.
• Develop and recommend new service offerings, solutions, and strategic partnerships.
• Lead negotiations and support contract development with customers, vendors, and strategic partners.
• Represent Acosta Group at customer meetings, industry events, conferences, and business development forums.

Business Planning & Execution

• Lead responses to Requests for Proposal (RFPs), Requests for Information (RFIs), and other growth opportunities.
• Collaborate with marketing and digital teams to enhance customer-facing experiences and platforms.
• Develop business cases and financial models supporting new investment opportunities.
• Monitor pipeline performance, growth metrics, and market share expansion initiatives.
• Provide regular updates and strategic recommendations to executive leadership.

Qualifications

• Exceptional relationship-building and executive presence.
• Proven business development and revenue growth experience.
• Strong understanding of Walmart organizational structures, decision-making processes, and strategic priorities.
• Demonstrated success developing customer partnerships and enterprise growth strategies.
• Strategic planning and execution expertise.
• Strong financial acumen, business analysis, and forecasting capabilities.
• Excellent presentation, storytelling, and communication skills.
• Ability to influence senior-level stakeholders and drive alignment across complex organizations.
• Strong negotiation and contract management skills.
• Analytical and data-driven decision-making abilities.
• Entrepreneurial mindset with a passion for innovation and growth.
• Ability to work effectively across multiple functions and business units.
• Experience identifying, developing, and scaling new service offerings and commercial opportunities.

Experience

• Minimum of 5-7+ years of business development, sales leadership, account management, or customer development experience.
• Experience within CPG, retail services, shopper marketing, agency, merchandising, or consumer activation industries preferred.
• Strong understanding of Walmart business models and customer engagement strategies.
• Demonstrated success leading complex growth initiatives and securing new business partnerships.

Work Environment

• Primarily office and customer-facing business environment.
• Frequent interaction with customers, clients, vendors, and internal teams.
• Moderate travel required, including visits to Walmart stores, distribution centers, and industry events.

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