Manager - Retail Sales

Calavo Growers•Santa Paula, CA

About The Position

The Sales Manager Retail is fully immersed in and responsible for sales and Account Management of avocados sold to grocery and food retail stores, club stores, produce wholesalers, mass merchandisers, produce brokers and food service accounts. Participates in the development of strategic and operational plans for the work group, manages execution, and measures results. Manages account activity, escalated matters, handles reviews, analyzes data, communicate, and works with customer representatives and internal department representatives. Demonstrates excellent product and customer knowledge to identify opportunities to grow overall sales, product lines, promotions and discuss potentially adding new product lines within a competitive market. Works closely with the VP of Sales, Director of Sales, and peers to support account activities when new prospects or increased product lines.

Requirements

6-7 years of CPG, Center Store, or Food manufacturing company experience; preferably in customer-facing Sales or trade, fund budget, management roles
Grocery, retail, or warehouse buying or merchandising experience preferred. Produce experience is preferred.
Four-year degree in General Business, Marketing, Supply Chain Management, or a related field is required or demonstrate equivalent experience.
7+ years of experience in a sales account management role with successful history of food and/or beverage related consumer product sales experience
Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
General knowledge of food safety compliance related to produce.
Experience using MS Office Suite software and a working knowledge of common applications such as ProducePro, CRM, ERP, data analysis and graphics presentation software.
Demonstrated good grasp of the power of Persuasion and influencing.
Proven track record of delivering exceptional results in a fast-paced, competitive environment.
Strong communication skills, orally and in writing, to speak and present information to others and to convey information effectively.
Ability to apply critical thinking, use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Highly organized and detail-oriented
Ability to work well with leaders at varied levels with positive results and outcomes.
Ability to work independently and collaboratively with a positive disposition, high level of professionalism and work ethic.
Ability to apply critical and logical thinking skills, and exercise sound judgment 8.
Ability to travel within the US; travel approximately less than 10%.

Responsibilities

Primarily connects with potential customer account reps and builds customer relationships to build product sales.
Responsible for Key-Account Management while identifying potential growth opportunities.
Builds long-term account value with senior level relationships within key accounts.
Creates strategic plans to pursue potential new business and develops rapport leading to new accounts and sales growth.
Calls on new and existing accounts prospective accounts to solicit orders.
Responsible for creating brand-specific annual priorities across the Pricing, promotion, Distribution and Merchandising, inclusive of assortment prioritization and optimization
Assess competitors by analyzing and summarizing competitor information trends to identify new sales opportunities or developments.
Influences the development of Long Range and Annual Operating Plans from a Category, Customer, and Competitive lens
May create and deliver presentations to broad audiences to promote avocado sales.
Prepare and coordinate customer product, customer reviews and customer meeting presentations.
Manage and maintain account information that may impact products and relate to other parts of the business such as accounting, customer service, logistics, food safety, division locations/order delivery schedules, store counts, demonstrations, etc.
Act as a customer/sales team advocate when communicating customer activity with appropriate parties and departments.
Assist in the development of trade promotion strategies, trade merchandising plans, and major trade initiatives.
Track, communicate, coordinate all account sales activity to appropriate parties and departments (launches, price requests, sample requests, new item requests, account set-up, changes, logistics, order-production-delivery cycles with appropriate parties and departments.
Manage and coordinate execution related to Broker sales and activities.
Tracks against the sales growth target strategy and considers budgetary needs and objectives.
Prepare, communicate, and manage promotional calendar to customer value, coordinating product tastings and demonstrations, as needed, with required parties/departments.
May research information and provide supportive assistance to accounting or customer service to resolve account activity, issues or discrepancies.
Maintains a good, professional working relationship with account contacts supporting common sales messaging, seasonal changes, and competitor advantage.
In the case of a product recall, becomes conversant with the scope of the recall and the impact to the customer for any remedial action. Maintains direct contact and notifications with accounts to maintain positive relations, or provide updates as directed.
Participates or leads SWOT analysis or other sales training and development efforts to maximize account management opportunities.
Provide product support, information, and technical knowledge to customers.
Support and manage specialized packaging and labeling to customer needs considering cost and value.
Coordinate and confirm plant approved sample items and deliveries with Operations and Product Development teams.
Notify all appropriate parties-departments of upcoming new customer roll-out and new item launches or discontinued items and the impact.
Coordinate customer meetings with appropriate parties-departments samples, presentations, price quotes, and special customer requests to ensure meeting requirements are fulfilled.
Coordinate and communicate with required parties and departments to attain and establish individual account activity timelines to meet customer expectations.
Perform other duties and projects as assigned or required.