Sales Account Manager - California

Career Opportunities with Agro Fresh Inc.

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Current job opportunities are posted here as they become available.

Imagine a world with less food waste and stronger, more sustainable produce businesses. Where consumers everywhere have even more abundant and delicious produce options. This is our singular focus at Agro Fresh and what inspires our colleagues every day.

Agro Fresh is an AgTech innovator and global leader with a mission to prevent food loss/waste and conserve the planet’s resources by providing a range of science-based solutions, digital technologies, and high-touch customer services. In a world fraught with climate change and shrinking natural resources, we partner with growers, packers, and retailers bringing solutions across the food supply chain to enhance the quality and extend the shelf life of fresh produce.

The Agro Fresh organization has 40 years of post-harvest experience across a broad range of crops, including pome fruit (apples/pears), citrus, avocados, and mangoes – and we continue to expand into new countries and crops and pre-harvest.

The Account Manager (AM) is ultimately responsible for the customer’s satisfaction with our products, processes, and services. The focus of the position is to achieve sales and profitability goals within the defined territory through effective business planning and market development by operating in a value-based selling environment. The AM is responsible for creating and maintaining customer relationships on behalf of the company to execute sales and technical support strategies that promote adoption and usage of the Agro Fresh product line.

The AM reports to the Country (or Commercial) Manager and will be a part of a multidisciplinary team to support commercial and technical activities within the company.

In order of relative importance

• Meet or exceed yearly financial goals by maximizing sales, profitability, market share and contribution in line with company targets. Includes proactive communication on potential risks and opportunities, delivering ongoing accurate sales forecasts and managing and executing approved commercial pricing policies.
• Helps to keep customer accounts current by prioritizing business with reliable customers, ensuring they understand our payment terms, tracking leading indicators and partnering with Accounts Receivable, when needed, to leverage the AM customer relationship.
• Analyze the business environment for optimal product positioning and use to develop, execute, and maintain territory business plans in CRM with internal stakeholders to support AGFS product line into designated markets, identify opportunities for expansion and how to communicate and interface with potential customers.
• Engage as a Customer Champion, building relationships, implementing customer account plans and identifying specific customer needs. Delivers a compelling value proposition using technical proof points and effective solutions packages for the customer in a timely manner. Always engages ethically and with integrity.
• Provides product education to the customer and guidance on appropriate product applications.
• Willingness and desire to embrace technology to add value to service offering for customers. Helps advance AGFS technology needs, both scientific and digital, by becoming the primary contact between customers and regional support.
• Conduct commercial demonstrations for existing product / crop combinations to increase adoption of new product concepts and solve existing technical issues using established demonstration protocols.
• Actively interface with key researchers, influencers, and customers by networking in industry events and associations to expand sales opportunities.
• Practice a continuous learning mindset towards AGFS product portfolio and key industry regulatory requirements. Deepen understanding of current portfolio as seasonal and business needs of customers evolve and routinely communicate with leadership to improve processes and customer centricity.

Primary internal and external stakeholders

• Local Commercial and R&D teams
• Marketing
• Operations
• Finance /…