Senior Category Sales Representative

Overview

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C.H. Robinson is seeking a Senior Category Sales Representative to drive strategic growth within our avocado category. As a key contributor to our Robinson Fresh division, you will directly impact revenue by expanding our customer base and elevating the quality of accounts we serve. In this sales-focused role, you will manage and grow a book of business, build relationships with retailers and wholesalers, and leverage your industry expertise to identify and pursue new opportunities.

You will collaborate cross-functionally with supply chain and commercial teams to align supply with customer demand and deliver exceptional service.

Apply today and take the lead in shaping the future of our avocado category through high-impact sales execution and strategic customer engagement.

At C.H. Robinson, we’re firm believers in the power of in-person collaboration to fuel innovation and propel success. In this role, you will engage with peers on-site four days a week, with the flexibility for remote work one day a week.

• Own and grow avocado sales across North America, focusing on retail and wholesale customers.
• Maintain and expand an existing book of business while identifying and pursuing new strategic accounts.
• Leverage category expertise and market insights to proactively identify opportunities, call markets, and close deals.
• Develop and execute pricing strategies, promotional plans, and customer engagement tactics.
• Build and maintain strong relationships with key decision-makers to drive long-term customer growth.
• Collaborate with internal commercial teams, account managers, and supply-side partners to align on customer strategy.
• Communicate regularly with suppliers to understand quality, yields, pricing, and production trends.
• Manage and strengthen grower relationships to ensure consistent supply and performance.
• Build new grower/supplier partnerships to support long-term category growth.
• Align supply with customer demand and communicate packing instructions to suppliers.
• Navigate internal structures and cross-functional dynamics to advocate for customer needs and close business.
• Maintain a deep understanding of the customer base, including key players, goals, and how to position products effectively.
• Other duties or responsibilities as assigned according to the team and/or country-specific requirements.

• High School Diploma or GED
• Minimum 4 years of fresh produce experience in category (Avocados)
• Proven experience in sales, account management, or business development within the produce industry
• Ability to travel up to 10% (domestically and internationally)

• Bachelor’s Degree from an accredited college or university
• Recognized as a category expert
• Proficient or fluent in Spanish
• Ability to work both independently and in a team environment
• Strong team player who thrives in a collaborative environment
• Excellent relationship-building skills with customers, growers, and internal teams
• Strong written and verbal communication skills
• Skilled negotiator with growers and customers
• Great attitude, with a desire to contribute, learn, and grow professionally
• Strong analytical and problem-solving skills; ability to make data-driven decisions
• Ability to work under pressure and in a fast-paced environment, sometimes out of normal business hours
• Attention to detail with high standards for work; a customer service mindset
• Values a diverse and inclusive work environment

Compensation Range

$71,800.00 - $

The base pay range displayed on each job posting reflects the minimum and maximum base pay for the position across all U.S. locations. Your individual base pay within this range is determined by work location, which takes into account geographic cost of labor, and additional factors, including job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.

• Two medical plans (including a High Deductible Health Plan)
• Prescription drug coverage
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