Commodity Manager

Position: Commodity Manager

Department: Ag Ops

Reports To: VP of Agriculture

Salary Type: Exempt

Location: Salinas, CA

Compensation: $115,200-$144,200 annually

The Commodity & Sales Manager is responsible for managing both existing and new business development within an assigned customer base while executing commodity management strategies that support profitability, customer satisfaction, and long-term growth.

This role requires deep knowledge of the produce industry; strong analytical, communication, and relationship building skills; and the ability to perform effectively in a fast-paced environment with daily cross-departmental coordination.

• Sell and service assigned customer accounts and regions, generating orders and participating in active phone traffic with accuracy, attention to detail, and a positive, professional demeanor.
• Develop, execute, and maintain sales strategies for designated accounts across all commodities, grades, and sizes.
• Drive both short and long-term results using best in class sales practices, performance metrics, and continuous improvement methods to maximize profitability.
• Gain incremental sales and revenue by expanding business with existing customers and identifying new account opportunities.
• Maintain accurate and timely customer information within CRM systems.
• Address customer complaints, claims, arrival issues, and accounts receivable matters by following internal procedures and PACA guidelines.
• Collaborate with customers, internal teams, and accounting to resolve deductions and enforce payment terms.
• Attend customer meetings, trade shows, field visits, and industry events as required to support sales initiatives and strengthen relationships.
• Manage assigned commodities by coordinating with sales, field harvest, production, logistics, and inventory teams to ensure proper product execution and service levels.
• Maintain up-to-date knowledge of market trends, pricing, supply conditions, competitive activity, and customer expectations.
• Ensure compliance with company pricing models and program requirements.
• Track and analyze market data and trends to guide tactical decisions, account reviews, demand forecasts, and product strategies for existing and new items.
• Review daily/weekly production reports and maintain appropriate inventory levels while controlling product age and quality.
• Develop and manage analytical tools, reports, and forecasting methods that support product management and sales optimization.
• Ensure compliance with all food safety, security, and regulatory requirements across all growers, partners, and supply chain functions.
• Provide daily communication and coordination among field operations, harvest, production, logistics, and inventory departments.
• Work collaboratively with cross-functional partners to support company initiatives, product launches, or operational improvements.
• Fulfill customer orders by collaborating with crop managers on weekly field product availability to ensure accurate supply planning.
• Create and enter customer orders in the ERP system by commodity, applying the appropriate pricing in alignment with company pricing models.
• Continuously monitor open items and proactively sell excess or at risk supply to existing customers or the broader market to optimize inventory and reduce finished goods waste.
• Manage assigned projects and contribute to strategy development as needed.
• Support, assist, and cross-train with other internal functions to ensure team continuity and performance.
• Perform additional duties as assigned.

• Minimum 5+ years of experience in sales, commodity management, or produce industry account management.
• Strong working knowledge of PACA rules, USDA and CFIA protocols, and produce industry regulations.
• Demonstrated ability to develop, grow, and manage key customer accounts.
• Excellent negotiation skills and proficiency in both phone-based and in-person sales interactions.
• Strong analytical skills with the ability to evaluate data, identify trends, and support data-driven decision-making.
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint); advanced Excel a plus.
• Functional experience…