Position Responsibilities
Strategic Account Management and Growth (35%)
- Manage assigned retail members, prospects, under-engaged retailers, and at-risk accounts.
- Understand each retailer's strategy, business priorities, category structure, operating challenges, key functions, and relationship with IFPA.
- Develop account plans identifying key executives and functional contacts, current value utilization, unmet needs, engagement opportunities, renewal risks, and expansion potential.
- Support qualified prospect conversion, renewal, retention, at-risk recovery, and appropriate multi-year opportunities.
- Identify missing retailers and relevant contacts within existing retail member companies.
Value Activations and Member Intelligence (30%)
- Support the activation and validation of IFPA's Membership Value Proposition by identifying member needs, communicating value relevant to individual organizations, and providing intelligence that informs future value development.
- Articulate IFPA's value in ways relevant to each retailer, market, function, and professional role.
- Identify current IFPA value that retailers are not accessing and develop personalized activation plans.
- Surface retailer needs and communicate them to the Director and relevant portfolio teams.
- Help IFPA determine whether current programs and resources meet retailer needs or whether new or modified value should be considered.
- Support retail issues forums as a mechanism for discovery, dialogue, value validation, and issue prioritization.
- Communicate resulting IFPA actions, opportunities, or decisions back to retailer contacts.
Relationship Expansion, GPFS and Global Activation (20%)
- Build relationships beyond produce buyers to relevant executives and functions such as sustainability, food safety, supply chain, health and nutrition, government affairs, marketing and innovation.
- Support retail buyer recruitment, attendance, engagement, and relationship development at GPFS.
- Embed retailers across appropriate IFPA portfolios, councils, committees, communities, and initiatives.
- Coordinate with the Vice President of Global Growth & Engagement and country managers on multinational retailers and global business-connection opportunities.
- Introduce United States-based retailers to relevant IFPA value, relationships, intelligence, advocacy, events, and supply-chain connections in other markets.
Data, Measurement and Value Realization (15%)
- Maintain relationship maps, account plans, member intelligence, engagement gaps, opportunities, and risks in CRM.
- Use segmentation, behavioral information, and account intelligence to personalize engagement.
- Track relationship depth and repeat engagement across initiatives.
- Document member outcomes, business connections, needs addressed, and evidence that IFPA is becoming more important to the retailer.
Knowledge, Skills & Abilities
- 5 years of experience in membership, strategic account management, customer success, relationship management, sales, business development, or a related field.
- Demonstrated ability to build professional relationships, conduct consultative discovery, develop account plans, and manage pipelines or account portfolios.
- Strong written, verbal, facilitation, presentation, and analytical communication skills.
- Experience using CRM systems to maintain accurate account, relationship, engagement, and opportunity data.
- Ability to synthesize member feedback into actionable intelligence and manage multiple priorities independently in a remote environment.
- Knowledge of the fresh produce, floral, agriculture, food, or related industries preferred.
- Ability to travel as required.
Measures for Success
- Achievement of retail pipeline, conversion, renewal, retention, and at-risk recovery goals.
- Increased and more meaningful retail buyer engagement at GPFS and other association programs and initiatives.
- Increased contacts per retailer, executive relationships, functional relationships, and cross-portfolio engagement.
- Increased retailer representation across IFPA portfolios and leadership opportunities.
- Successful global business connections and coordinated engagement for multinational retailers.
- Evidence that retailer intelligence influences IFPA priorities, programs, advocacy, intelligence, events, and member experiences.
- Documented business outcomes and value realization for assigned retailers.
- Complete and current account plans, accurate CRM records, and timely follow-up.
- Improved retailer perception of IFPA's relevance, differentiation, and business importance.
Travel
Business-related travel required, primarily in the United States and Canada, with additional travel as needed for member engagement and recruitment activities on average 5-7 times per year.
Location
This is a remote position based within the United States.
*Salary will be determined at the time of offer and may vary based on factors including, but not limited to, the candidate's relevant experience, education, qualifications, skills, and geographic location.
