Senior Category Sales Manager - Tropicals

C.H. Robinson•Phoenix, AZ

About The Position

C.H. Robinson is seeking a Senior Category Sales Manager to lead the commercial strategy and growth of our tropical category. In this role, you will drive profitable sales growth by expanding existing customer partnerships, developing new business opportunities, and serving as the trusted expert on tropicals; limes, mangos, and avocados. You will leverage market intelligence, customer insights, and pricing strategy to identify opportunities, mitigate risks, and maximize category performance. Partnering closely with customers, sales teams, and Category Managers, you will align supply with demand while delivering innovative solutions that drive revenue and long-term success.

Requirements

Bachelor's Degree from an accredited college or university.
Minimum 6-7 years of progressive industry experience specifically on domestic and import tropicals, including demonstrated expertise in import, export, domestic sales, category management, with a strong focus on commercial tropical strategy development.
Proven success driving profitable tropical sales growth through both existing account development and new business acquisition in retail and food service.
Demonstrated expertise in tropical category management, sales strategy, customer development, market analysis, pricing strategy, and commercial negotiations.
Proven ability to influence business decisions and achieve results through collaboration with customers, Category Managers, sales teams, and cross-functional partners.
Strong understanding of domestic and global tropical markets, customer requirements, supply dynamics, and industry trends.
Ability to travel up to 10% (domestically and internationally).

Nice To Haves

Recognized in the US industry as a category and produce expert.
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 and internal teams.
Strong written and verbal communication skills.
Skilled negotiator with customers and commercial partners.
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 outside normal business hours.
Attention to detail with high standards for work and a customer service mindset.
Values a diverse and inclusive work environment.
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.

Responsibilities

Develop and execute the tropical category sales and commercial strategies that support growth and profitability objectives.
Drive sales growth through expansion of existing customer business and development of new customer opportunities.
Identify, pursue, and secure new business opportunities across existing and prospective retail, food service and wholesale accounts.
Serve as the primary strategic commercial expert on domestic and import tropicals, and advisor for the category, providing market insights and recommendations to leadership, sales teams, and customers.
Monitor tropical market conditions, production trends, supply availability, and customer demand to proactively identify opportunities and risks.
Partner closely with Category Managers to align available supply with customer demand and maximize category performance.
Lead the tropical category pricing strategy and influence promotional, contract, and customer-specific pricing and volume decisions to maximize category performance.
Create customer-specific growth opportunities, tropical category commercial plans, and value-added solutions that support revenue and margin growth.
Continuously analyze the tropical category performance, customer trends, market data, and financial results to recommend actions that improve profitability and commercial effectiveness.
Develop and maintain strong customer relationships while serving as a trusted advisor on category trends, opportunities, and market conditions.
Lead negotiations on strategic commercial tropical opportunities and customer growth initiatives.
Mentor and share expertise with the tropical category team members and cross-functional partners to elevate category knowledge and commercial capabilities.
Represent the company with customers and industry organizations and maintain awareness of emerging industry trends and best practices.
Drive continuous improvement initiatives that enhance the tropical category performance, customer satisfaction, and business effectiveness.
Other duties or responsibilities as assigned according to team and/or country-specific requirements.

Benefits

Three medical plans which include Prescription drug coverage
Enhanced Fertility benefits
Flexible Spending Accounts
Health Savings Account (including employer contribution)
Dental and Vision
Basic and Supplemental Life Insurance
Short-Term and Long-Term Disability
Paid observed holidays
2 paid floating holidays for U.S. hourly employees
Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps.
Paid Time Off (PTO) offered to all other employees in the U.S. and Canada
Paid parental leave
Paid time off to volunteer in your community
Charitable Giving Match Program
401(k) with 6% company matching
Employee Stock Purchase Plan