POSITION SUMMARY

Under the general supervision of the Executive Vice President, Fruit Division, the Sales Manager leads the development, execution and delivery of sales growth based on the strategic sales plan, sales distribution, and budget targets. Spearheads sales meetings, business plans, quarterly reviews, reports, sales initiatives, programs, and projects. Leads and manages the performance of a sales team and is accountable for the team’s account management, and activities in driving revenue, unit movement, programs, and meeting customer objectives.

ESSENTIAL RESPONSIBILITIES

• Manages the full sales cycle for the sales team, from pre-season RFP process through to ad planning cycles and day-to-day sales to achieve budgeted revenues and movement goals.

• Develop and implement tactical sales plans that drive measurable growth, increase average price points, and expand business volume.

• Build and maintain strong relationships with key accounts, growers, 3rd party providers, and internal partners to drive sales and service excellence.

• Represent the company at tradeshows, customer meetings, and industry events to strengthen brand visibility and partnerships.

• Analyze market and sales trends to identify new opportunities, optimize pricing, and improve profitability.

• Monitor AR/AP activity to ensure accurate billing, resolve issues, and maintain financial integrity.

• Track team and account milestones to ensure alignment with divisional objectives and category performance.

• Lead, coach, and develop the sales team to achieve revenue goals and deliver strong customer outcomes.

• Set clear objectives, monitor performance, and provide regular feedback and performance reviews.

• Oversee day-to-day planning, organization, and delegation of work to maximize team productivity and accountability.

• Drive a culture of passion, respect, collaboration, and continuous improvement.

• Facilitate onboarding and ongoing training to ensure team success and alignment with company standards.

• Maintain open communication channels and an inclusive environment that encourages feedback and professional growth.

• Perform other related 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

• Sales Strategy & Execution

• Account Development & Relationship Management

• Market Analysis & Business Growth

• Team Leadership & Performance Management

• Collaboration & Communication

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, foreign equivalent, or equivalent work experience in Sales Management or a closely related degree from an accredited institution is strongly preferred.

• 5+ years of direct sales experience or related experience in produce commodities is required.

• 3+ years of progressive experience in sales team leadership and department management is required.

• Sales experience in imported grapes, stonefruit, cherries, and citrus is 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.

• Advanced knowledge of produce sales, market trends, and the competitive landscape, particularly in grapes, stonefruit, cherries, and citrus.

• Strong business acumen, including sales forecasting, financial reporting, and strategy execution.

• Proficiency in ERP and reporting systems (e.g., Famous, Prophet) for data-driven decision-making.

• Skilled in negotiation, customer engagement, and conflict resolution.

• Proven ability to identify and develop sales opportunities through analytical review and relationship management.

• Excellent communication, interpersonal, and leadership abilities with a collaborative mindset.

• Strong organizational and time-management skills; able to prioritize in a fast-paced environment.

• Flexibility to travel and work extended hours during peak seasons.

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% / Field 20%.

• Stress Level: Moderate to high, particularly high during the peak season. Stress is driven by tight deadlines, multi-tasking, and the fast-paced nature of the fresh produce industry.

• Noise Level: Office noise level is low to moderate.

• Temperature: Cold storage temperature can be at 32 degrees Fahrenheit.

PHYSICAL REQUIREMENTS

The physical demands described here are representative of those an employee should possess to successfully perform the essential functions of this job with or without accommodations.

• Prolonged periods of sitting or standing while working at a desk, speaking on the phone, and working on a computer.

• Frequent travel by car and/or airplane to customer locations, tradeshows, and company offices.

• Sustained frequent movement of the fingers, wrists, hands, elbows, and arms, with twisting, bending, and stooping.

• Specific vision abilities required by this position include close vision, distance vision, color vision, peripheral vision, and focus.

• Must be able to lift up to 25lbs.

Equal Employment Opportunity (EEOC) Statement:

Pacific Trellis Fruit is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We celebrate diversity and are committed to creating an inclusive environment for all employees.