Position Summary

This position will align the Direct Sales model with the strategic goals of Ambition 2030; propelling the company toward a more customer focused approach. This role will focus on Key Accounts and coordination of the local Direct Sales team.  Ideal candidate will gain an understanding of market trends and growers needs while working closely with the Product Development team to identify leafy and brassica varieties suited for the region.  This position acts as the coordinator for sales related topics impacting the direct sales team based in California and Arizona. In addition, the ideal person will champion the processes, tools, needs and technologies used by the direct sales team. Given the direct sales model, the focus is to provide synergy on day-to-day sales activities, strengthen the relationships with customers and align strategic goals for greater efficiency and increased productivity.

Essential Duties and Responsibilities
Direct Sales Focus
·         Focus on strategic shippers and key accounts to increase sales and customer satisfaction.
·         Manage Key Accounts and Contracts with independent growers.
·         Manage and improve relations with our grower accounts within the region.
·         Expand the support to customer base within the Salinas Region.
·         Be active with all local complaints or claims from inception and follow thru with the process in WIN (internal document depository system).
·         Maintain very close communication with the Supply Chain for delivery of orders.
·         Increase the effectiveness of the direct sales model by focusing on accuracy, product knowledge and business partnering with customers.

Sales Effectiveness
·         Implement and maintain forecast accuracy through FuturMaster. The forecast accuracy will be measurable through various KPI’s reviewed at the start of each fiscal year.
·         Implement and maintain customer sales effectiveness through a company-provided format. Historical and current years forecast quarterly followed through with quarterly action plans reviewed and discussed with Sub Manager.
·         Implement the use of Company (Customer Relationship Management) CRM tool to accurately track accounts.
·         Oversee and guide the Direct Sales team by working thru challenges, setting objectives for growth and accurate forecasting of sales.
·         Maximize market potential by analyzing data and generating reports. Data to be analyzed could include:
o   Trials and Performance of Trials
o   Review current and past due invoices
o   Traceability of free of seed
o   Open invoices

Sales Forecasting
·         Bi-annual forecast update (February & June each year) by variety and month to prepare the sales and operations planning cycle (S&OP).
·         Align the forecasts of the Direct Sales team as well as the Key Accounts
·         Monthly updates
o   Revising gross sales for the coming three months (due 1st of each month).
o   Briefly explain (2-3 sentences) why the variance from the forecast by variety.
o   Responsible for selling varieties at the end of the lifecycle
o   Participate and have an action plan for surplus inventory outside of the life cycle

Market Intelligence

·         Monitor market trends at the grower level regarding commodities usage, new projects, and innovation being implemented.

·         Share all information related to competitors from pricing to new product introduction and quantity.

Accounts Receivables

·         Follow up on collections of accounts as needed and support Finance and Accounting on customer credit and payment terms.

Product Development and Research & Development

·      Keep Research up to date on market trends and needs.

·      Help locate and place Research & Development trials.

Marketing

·         Understand and share knowledge of target markets and customers.

·         Be aware of the ability to bundle related services and products as needed

o   Seed coating and pelleting needs and chemical treatments

o   Gain understanding and discuss areas of possible expansion

o   Be aware of and share new ideas/industry concepts as they relate to our industry

Examples of Coordination

Bi-weekly summaries on data gathered from CRM tool – visit reports, customer mapping, and crop knowledge for the entire area region.

·                              Support pricing strategy with Subsidiary manager based on Margin performance & market intelligence.

·                              Display all supply-related information to the local team such as shortages, quality, and delays, and prepare a backup plan to absorb the business impact.

·                              Engage & coordinate actions to manage inventory/surplus in the region with the local team (Supply & Customer Service).

·                              Review and challenge all forecasted items before the sales and operations planning cycle (S&OP) in the region for N+1 & 2 using FuturMaster (forecasting tool).

·                              Propose & support actions achieving the sales target in the region such as payment terms, early cash collection incentive, rebates, etc.

The organization offers a comprehensive benefits package with medical, dental, vision and life insurance. We offer a competitive compensation package in line with our competitors. 

Our environment is dynamic and challenging. We value respect and strive to develop each individual to their potential. 

The candidates for this position may be invited to participate in various interviews; some may be in person and others remote via Teams.