Sales Representative, Citrus & Export

Base Pay: $135,000.00 - $150,000.00 / Year

Employee Type: FT EXEMPT

Required Degree: 4 Year Degree

Minimum Experience: 3 Years

Description

The Sales Representative Citrus is responsible for maximizing sales revenue across Fowler Packing’s citrus portfolio including Navel oranges, mandarins, Cara Cara, specialty varieties, grapefruit, and lemons through retail, club, wholesale, foodservice, and export channels. Reporting to the Director of Citrus, this role combines daily sales execution, account management, and market analysis to grow market share and deliver budgeted volume, gross profit, and grower returns while upholding FPC’s standards for quality and service.

Essential Functions: 

• Procure new business and grow existing accounts across national and regional retail chains, club, wholesale, and foodservice; enter sales orders into the system daily and generate sales invoices.
• Maintain consistent customer contact — in person, by phone, and by email — to maximize pre-planned volume, review targets, and continuously move all available inventory, including slow-moving fruit and No. 2 grades.
• Negotiate pricing, contracts, and seasonal ad and program commitments aligned to budgeted sales, gross profit, and unit targets.
• Develop seasonal retail programs, promotions, and specialty or club pack offerings in coordination with sales management.
• Build deep product expertise across Navels, mandarins (Clementine, W. Murcott/Tango, and specialty Dekopon-type varieties), Cara Cara, grapefruit, and lemons, including FPC’s Peelz mandarin brand.
• Apply working knowledge of variety, size, grade, and FOB pricing; check marketability and condition of product before commencing customer contact.
• Develop and grow export sales programs across international destinations; coordinate with logistics on freight, vessel/air timing, and on-time fulfillment.
• Navigate export documentation, phytosanitary requirements, and destination-country protocols in partnership with operations and compliance.
• Monitor export market conditions, currency movement, and destination demand to optimize program pricing and allocation.
• Collaborate closely with the commodity manager, shipping & the QC team to review fruit quality and condition through harvest, pack, storage, and shipments.
• Work cross-functionally with logistics, accounting, and management to ensure seamless sales execution.
• Track sales performance and analyze USDA and market pricing, competitor activity, and consumer demand to refine sales strategy.
• Complete call reports observing competitor display and pricing,and provide actionable insights to leadership.
• Assist with collection efforts and generate credit requests in compliance with company procedures.
• Represent Fowler Packing’s reputation and “People. Produce. Passion.” values in every customer and grower interaction; mentor less-experienced sales staff as needed.

Requirements

• Bachelor’s degree in Business, Agriculture, Marketing, or a related field (or an equivalent combination of education and industry experience).
• Minimum 3+ years of sales experience, preferably in citrus, fresh produce, or perishable commodities.
• Established network among retail, club, wholesale, and foodservice buyers a strong plus.
• Export sales experience and familiarity with international shipping, documentation, and phytosanitary processes strongly preferred..
• Proven ability to close deals, negotiate pricing, and manage contracts effectively.
• Strong analytical and problem-solving skills; able to forecast demand and build data-driven growth strategies.
• Proficiency in Microsoft Office particularly Excel, Word, and PowerPoint; familiarity with produce ERP systems (e.g., NAV) a plus.
• Excellent verbal and written communication, with the ability to work cross-functionally with growers, logistics teams, and management.
• Self-motivated and organized, able to manage multiple priorities and maintain a calm demeanor under pressure weather disruptions, equipment issues, and logistics delays are common in our  industry.
• Willingness to travel domestically and internationally as needed to meet clients, attend industry events, and visit growers.
• Valid CA DL/Clean drivers record may be required. 

Fowler Packing provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.