POSITION SUMMARY

Under the general supervision of the Category Director - Treefruit, the Category Manager - Treefruit is responsible for overseeing the day-to-day and in-season functions of the assigned categories; Cherries and Stonefruit. This includes in-market procurement, pricing, inventory management, direct sales, key account management, and sales support. The Category Manager will collaborate closely with the other Category stakeholders and sales leadership, leading discussions on sales calls related to the treefruit categories, managing inventory rotation, and maintaining strong relationships with the category team, sales team, operations team, as well as the key accounts and growers that support the category. Additional responsibilities include developing pricing strategies, allocating orders with the support of a administrator, and making decisions on sales orders and fruit purchases within the category, including profit and loss management.

This role also requires the preparation of a weekly market report for both sales teams and growers, providing valuable insights and strategic recommendations.

The Category Manager role demands a proactive and positive thinker with strong leadership skills, sound judgment, and effective communication abilities. The ability to manage multiple priorities in a fast-moving environment while making data-driven decisions is critical to success.

ESSENTIAL RESPONSIBILITIES

• Engage with market participants (e.g. buyers, broker, etc.) to call the market and stay informed of market trends, pricing, and competitor activities.

• Lead discussions on sales calls related to the Treefruit categories, providing timely insights and actionable recommendations.

• Manage day-to-day pricing strategies, including ad cycle pricing and managing grower averages.

• Allocate orders within the category with the assistance of the administrator, ensuring timely and efficient order fulfillment.

• Make decisions on sales orders for the category, ensuring alignment with company goals and strategies.

• Forecast in-season demand and repack needs to effectively manage programs that require multiple packstyles.

• Manage fruit purchases within the category, maintaining responsibility for profit and loss management to maximize category profitability.

• Prepare and distribute a weekly market report for sales, highlighting key trends, pricing strategies, and actionable recommendations.

• Prepare and distribute a weekly market report for growers, providing insights into market conditions and demand forecasts.

• Collaborate closely with cross-functional teams, including sales, accounting, marketing, and operations, to ensure alignment and support for category objectives.

• Stay current on industry developments, market trends, and competitor activity, offering insights and recommendations to drive category growth and profitability.

• Coordinate with our sister companies to identify season transition strategies and leverage synergies for year-round programs.

• Perform other duties and projects as assigned.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. May perform other duties and projects as assigned.

CORE COMPETENCIES

• Leadership

Demonstrates the ability to guide cross-functional teams, make critical decisions, and lead discussions that drive category success.

• Effective Communication

Exhibits strong verbal and written communication skills, delivering clear, persuasive insights to both internal and external stakeholders.

• Adaptability

Displays agility in responding to changing market conditions and business demands, adjusting strategies and approaches as necessary.

• Relationship Building & Management

Skilled at developing, managing, and nurturing relationships with key partners, including growers, sales teams, and cross-functional departments.

• Planning & Organizing

Plans, prioritizes, and organizes tasks and resources effectively to achieve business objectives and manage complex, fast-paced category demands.

MINIMUM QUALIFICATIONS

Education and Experience

Any combination of education and experience that is likely to provide the required knowledge, skills, and abilities for this position will be considered. Typically, this includes:

• Bachelor’s degree or foreign equivalent in Business Administration, Agriculture, or a closely related field from an accredited institution is strongly preferred.

• Bi-lingual proficiency in English and Spanish is strongly preferred.

• Working knowledge of import regulations, documentation, and logistics is required.

• 6+ years of direct experience in the produce industry or related field is required.

• 3+ years of direct experience in category management, procurement, or related roles within the fresh produce industry is required.

• 2+ years of direct experience working with citrus is strongly preferred.

Knowledge, Skills, and Abilities

The knowledge, skills, and abilities described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. This list is not exhaustive, and additional qualifications may be required depending on business needs.

• In-depth knowledge of the citrus market, including varieties, sourcing regions, and market dynamics.

• Knowledge of P&L management for a product category, with a focus on driving profitability and growth.

• Proficiency in Microsoft Office Suite, ERP systems, and databases, with experience in data analysis and reporting.

• Strong analytical and problem-solving skills, with the ability to analyze market data and trends to make informed decisions.

• Proven strategic thinker in sales and category management.

• Demonstrates a strong work ethic with a hands-on approach; willing to roll up sleeves and actively engage in day-to-day tasks as needed.

• Excellent verbal and written communication skills across the organization.

• Ability to build strong relationships with growers, suppliers, and internal teams.

• Strong organizational skills and attention to detail.

• Ability to meet and exceed sales and customer satisfaction objectives.

• Ability to prioritize effectively and work with a sense of urgency in a fast-paced environment.

• Conflict resolution and issue resolution skills.

• Ability to adapt and function effectively in a high-paced, sometimes stressful environment.

• Assertive, friendly, and positive thinking.

• Ability to meet deadlines under pressure.

• Ability to multi-task and manage multiple priorities confidently and effectively.

• Availability to work evenings or weekends as business needs require.

• Ability to travel overnight (Domestic & International) as business needs require.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job with or without accommodations.

• Work Location: Office (80%) / Cold Storage (10%) / Field (10%).

• Stress Level: Moderate to high. Particularly high during peak season.

• Noise Level: Office noise level is generally moderate. Cooler and field noise level is usually moderate to loud.

• Temperature Level: Cooler temperature can be at 32F.

PHYSICAL REQUIREMENTS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job with or without accommodations.

• Ability to sit for prolonged periods while working at a desk, speaking on the phone, and using a computer.

• Sustained frequent movement of the fingers, wrists, hands, elbows, and arms for typing, handling documents, and other tasks.

• Vision abilities required include close vision, distance vision, color vision, peripheral vision, and focus.

• Occasional standing and walking when visiting clients, fields and cold storage.

• Must be able to lift up to 45lbs.