You are experienced in the analysis of Post-Harvest agriculture practices for the vegetable and fruit commodity space. You are selling inputs to this space, preferably packaging solutions for these commodities. You have an incessant desire to pursue, qualify and close sales leads in this industry. You have contacts and have cultivated customer relationships in the United States, Mexico & Canada that position you as a go-to resource in this product space. You exhibit a consultative selling approach, bringing technical know-how and expertise to growers, distributors and retailers adding value to their operations. You have excellent selling skills and are able to adapt to different customer types in order to find their unique pain and provide solutions to fulfill their needs.
You will be responsible for growing StePac North America's business in the mid-west and east coast geographies of the United States, Central Mexico and middle and eastern Canada. You will hunt for new accounts and develop $2MM in new business within your first 12 months on the job. Your focus will be to sell the StePac portfolio, the Xtend brand and your technical know-how on value insuring margin goals are met under a strategy of acquiring and retaining profitable customers.
Location: Texas or Florida
Benefits: Competitive salary with 10% - 15% bonus potential. Comprehensive benefits package. Car allowance, laptop and cell phone provided.
- Independent , self-starter, and collaborator who thrives in a rapidly changing environment.
- Comfortable working and navigating within a multi-national company with diverse cultures.
- Trainable and open to learning new methodologies to sell better.
- Experience working in or able to work in an entrepreneurial environment.
- Exhibits a high degree of collaboration within the sales and technical team.
- Experienced utilizing ERP systems and generating reporting from them.
- Able to quickly learn and master the use of software programs.
- Able to communicate clearly and effectively in a multilingual environment.
- Able to perform multiple functions/projects simultaneously.
- Ability to manage stressful situations and the psychology of demanding customers.
- Is able to work in a highly driven and accountability focused environment.
- Exhibits a high degree of organization of business activities.
- Requires minimal supervision and is proactive in all areas.
- Understands how to address and resolve problems.
- ls trainable, embraces new sales methodologies , and executes on them.
- Intermediate proficiency with Microsoft Office Suite (Word, Excel, PowerPoint)
- Demonstrates the use of online resources to conduct research.
- Bilingual: Fluent communication, writing, speaking & presenting in Spanish & English.
- Able to travel 75% or more of your time (mostly central states of Mexico) by car and via commercial air carriers.
- Provides sales targeting reports and call reports as required on time and complete.
- Conducts static and semi commercial trials using protocols provided by our head of technology.
- Evaluates/audits grower/pack house techniques and makes recommendations for post-harvest improvements as they relate to the use of Xtend Packaging. Assesses readiness of pack houses to adopt Xtend Packaging.
- Conducts arrival inspections for incoming shipments of fresh produce from other StePac territories.
- Assesses market opportunities and opens new accounts in assigned geography .
- Publishes technical reports, working in concert with technical staff, to customers summarizing commercial trial outcomes.
- Prepares financial justifications and presents cost benefits for implementing Xtend packaging programs to prospects.
- Actively researches and reports industry developments affecting StePac business development.
- Has knowledge of Packaging Lines, Produce machinery, and Post-Harvest Automation.
- Manages new accounts ensuring good service and customer retention.
- Provides tailored training to clients' operation and engineering staff.
- Attends trade association events in the USA, Canada and Mexico in a business development capacity and promoting StePac's brand and interests.
- Takes on other assignments as instructed by the Director of Sales.
Education & Experience
- Four year Agricultural Degree and/or Post-Harvest Agriculture Education, preferred.
- Business Degree paired with experience selling packaging into the produce/agriculture industry acceptable.
- 3-5 years of relevant sales experience to this role required.
- Currently selling to regional and national growers, distributors & retailers at all organizational levels.
- Demonstrated success in building new business from scratch and meeting or exceeding sales quotas.
- Developing , building and maintaining relationships with customers at all levels in their organization.
- Has sold to Owners and C level individuals in the produce industry.
- Knows product cost structures and can develop justification for capturing increases.
- Has negotiated with all levels of grower, distributor, and retailer organizations.
