Employer Introduction:
Established in 1999, Pacific Trellis Fruit® is one of North America’s top year-round importers, growers and marketers of premium fresh fruit, including grapes, peaches, plums, nectarines and cherries. With the acquisition of Dulcinea® Farms in 2014, Pacific Trellis Fruit® added PureHeart® Mini Seedless Watermelons, Tuscan Style® Cantaloupe and SunnyGold® Yellow Mini Seedless Watermelons amongst other premium melons to its portfolio.
Pacific Trellis Fruit is also featuring its sweetest new addition: Kiss Melons. Headquartered in Los Angeles, CA, the company also has sales offices in Fresno, CA, Gloucester, NJ and Nogales, AZ.
Job Summary:
This Sales Manager role leads the development, execution and delivery of strategic sales growth, sales distribution, and profitability targets. Leads and manages the performance of a sales team and is accountable for the team’s account management strategies and activities in attaining revenue, profit, unit movement, program, and customer objectives.
Spearheads sales meetings, business plans, quarterly reviews, reports, sales initiatives, programs, and projects. Leads the sales team with an infectious passion and energy in delivering monthly and annual target results by identifying and pursuing business development opportunities.
Responsibilities:
- Strategy and Planning
- Develops effective strategic sales plans for established, and the acquisition of new accounts.
- Identify market opportunities and shifts to appropriately adjust tactics and plans to maximize revenue and profits.
- Creates account allocation and pricing strategies and presents forecasts.
- Achieves budgeted revenues and personal/team sales goals within all areas of responsibility.
- Participates in the preparation of annual departmental operating budget, sales, marketing and procurement plans, and other financial and strategic plans which support overall company objectives.
- Creates and implements tactical sales plans that drive measurable incremental growth, increase average price points, and business volume.
- Analyzes current/potential market and sales trends. Coordinate all activities to maintain and increase revenue and market share through added business volume and pricing rates.
Team Leadership & Management:
- Monitors sales activities and performance to ensure actual sales meet and/or exceed the revenue plan.
- Owns objectives setting, coaching and performance results of sales representatives.
- Evaluates and directs the day-to-day activities of the team to include planning, organizing, and assigning work, and develops and communicates strategies and goals.
- Coaches, trains, and motivates sales team in developing new accounts, optimizing existing accounts, and implementing sales strategies to achieve revenue and profits goals.
- Advises staff of formal policies and procedures. Manage all human resources-related actions in accordance with Company rules and policies.
- Maintains an open-door policy with the team to address concerns and feedback.
- Completes performance reviews and provides ongoing performance coaching and development to team members.
- Conducts new-hire onboarding and training activities to ensure a successful team and organizational integration.
Required Skills & Competencies:
- Strong organizational skills in tracking, scheduling, and coordinating sales orders and inventories.
- Develop and maintain high-profile and high-volume relationships with key accounts to drive and elevate brand awareness and capabilities.
- Identify sales and penetration opportunities through analytical review of assigned customers.
- Ability to organize and facilitate key account sales due diligence, and decision-making processes.
- Lead customer engagement and business review strategies and potential sales opportunities.
- Company representative at tradeshows, networking events, and with service providers and growers.
- Prospect for potential new clients and prepare proposals and quotes.
- Prepare and enter sales orders and as applicable, book LTL transportation and negotiate rates.
- Establish effective internal working relationships and develop strong working knowledge of operations.
- Partners in marketing promotional activities, programs, and marketing events.
- Moves opportunities through the business development pipeline based on various analyses along technical, cost/benefit, risk, regulatory, market timing, and operational and grower capacities.
- Key liaison with import, operations and procurement in the annual pre-season planning processes.
- Actively studies and self-educates on the company’s competitive landscape and market product trends.
- Ensure AR / AP requirements regarding trouble reports and/or invoicing are addressed.
- Advanced financial reporting, business strategy, and sales abilities.
- Expert negotiation skills in purchasing, selling and timely problem prevention and resolution.
- Advanced working knowledge of reporting systems to extract data driving sales strategies and tactics.
- Proven sales and account management strategic thinker and problem solver.
- Advanced ability to work in both in a team setting as well as independently to meet deadlines and manage priorities in a fast-paced environment.
- Ability to adapt and function effectively in a high-paced and at times stressful environment.
- Flexible and open to new ways of doing things.
- Exceptional interpersonal, communication, influencing, and team leadership skills.
- Strong working knowledge of enterprise product management systems (i.e., Famous, Prophet, etc.)
- Ability to work extended days, weekends, and holidays.
Education / Experience / Certifications:
- Bachelor’s Degree in Sales, Marketing, Business, or equivalent degree from an accredited institution, in a related field or equivalent years of experience.
- 5+ years of sales experience in produce commodities.
- Sales experience in citrus, imported grapes and stone fruit categories is highly preferred.
- 3+ years of progressive experience in leading a sales team and sales department and operation (highly preferred).
Travel:
- Regularly travel to other facilities, office locations or customer account locations.
- Ability to travel for extended periods of time to assist with company programs or customer accounts.
Physical Requirements and Working Environment:
- Work in an office environment with prolonged periods of sitting at a desk, speaking on the phone, and working on a computer.
*Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required for this job.
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