Senior Category Sales Representative

C.H. Robinson•Visalia, CA

20h

About The Position

C.H. Robinson is seeking a Senior Category Sales Representative to drive strategic growth within their grape category as a key contributor to the Robinson Fresh division. This role will directly impact revenue by expanding the customer base and elevating the quality of accounts. The Senior Category Sales Representative will manage and grow a book of business, build relationships with retailers and wholesalers, and leverage industry expertise to identify and pursue new opportunities. The position requires cross-functional collaboration with supply chain and commercial teams to align supply with customer demand and deliver exceptional service, ultimately shaping the future of the grape category through high-impact sales execution and strategic customer engagement.

Requirements

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

Nice To Haves

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

Responsibilities

Own and grow grape 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

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
Plus a broad range of career development, networking, and team-building opportunities