Technical Sales Representative - Fruits and Vegetables

PeroxyChem   •  

Modesto, CA

Industry: Professional, Scientific & Technical Services

  •  

5 - 7 years

Posted 37 days ago

Job Overview

The Strategic Account Manager will be responsible for establishing all customer account management responsibilities for sales of anti-microbial products to fruits, vegetables, and other raw ag commodities. The rolewill also be responsible for meeting sales targets for the segment by planning and managing company resources to meet customer needs and maintain satisfaction while utilizing sales and technical expertise in the field to enhance and establish relationships to key customers, and maintain a strong industry presence.

Requirements & Qualifications

  • BS Degree, Microbiology, Food Safety, Agricultural Business, Chemistry, Mechanical Engineering, Chemical Engineering or similar required
  • 5-8+ years of sales experience in F&V processing industry or in sales of value added product to the industry
  • Experience from chemical service provider or manufacturer preferred
  • Experience working at the C-level in strategic sales in the industry
  • Experience with counselor salesperson sales methodology
  • A detailed understanding of fruit and vegetable processing and quality procedures
  • A detailed understanding of the Food Safety Modernization Act and its implications for anti-microbial programs
  • A strong understanding of food microbiology, chemistry and food safety.
  • Proven track record of sales growth and development of new accounts in the industry with the ability to network across the industry with stakeholders.
  • Ability to read, write, speak and translate Spanish language fluently, required
  • Demonstrated ability to write and present clear, organized and informative business communications and presentations fluently
  • Strong interpersonal, leadership, facilitation, project management and follow up skills
  • Full compliance with all safety and Responsible Care initiatives
  • Requires overnight domestic and international travel – estimated at 60% domestic

Key Competencies

  • Action Oriented
  • Consultative Sales
  • Interpersonal Savvy
  • Cross Cultural Resourcefulness
  • Cross Cultural Agility
  • Negotiating
  • Written Communications
  • Informing

Comprehensive Job Description
Duties & Responsibilities

Sales Leadership

  • Develop corporate account strategies and value propositions; implement to obtain results
  • Apply strategic selling skills to initiate and increase sales at assigned accounts
  • Participate with business director, Food Safety team leaders, R&D, and operations in the delivery of sales budgets and strategies, managing complex issues, and executing at major key accounts
  • Own key relationships with corporate contacts at assigned key accounts and develops strong relationships with key decision makers at the executive and senior leadership level in operations, food safety, and purchasing
  • Understands customer identity and organization, along with key operational structures in operations, purchasing, R&D, and management, and maintains relationships with operations managers, purchasing managers, quality managers, R&D, & technical managers needed to meet goals
  • Maintain important relationship with industry influencers, co-suppliers, trade associations, and organizations
  • Establish clear targets for the key and strategic accounts and fervently drive sales, growth, and profitability results to completion

Account Development and Management

  • Execution of key selling processes within PeroxyChem’s Food Safety anti-microbial segment focused on fruits, vegetables, grains, and other raw agricultural commodities
  • Independently, aggressively, and creatively identify and pursue strategically important new business opportunities for PeroxyChem’s antimicrobial products in the fruit and vegetable and raw agricultural commodity growing and process industry with existing and new accounts
  • Manage and coordinate PeroxyChem resources to meet customer needs:
    o Work with commercial managers to develop, refine and execute sales strategy
    o Manage implementation of strategy for all key accounts and maintain accountability for execution
    o Responsible for overseeing development of account(s) and territory planning for key and strategic accounts
    o Provide continuous updates to management and team members on progress of sales strategy
    o Utilize existing software to report sales activities on a regular basis
    o Negotiate initial customer agreements
    o Develop in depth knowledge about customer history, organization, relationships, competitive issues, potential opportunities, etc. and transfers this knowledge to the organization for use in business maintenance and growth
    o Supports marketing in maintaining database that covers cost in use of competitive chemistries and technologies

Technical Support

  • Utilize up to date knowledge about all products, current and potential applications to support customer needs
  • Identify and understand complex technical/economic/regulatory issues and secure the resources necessary to address the issues
  • Identify the need for customer training and education, and arrange for appropriate resources to support customer use of products and/or development of new products
  • Develop a working knowledge of advantages and disadvantages of competitive chemistries and technologies that impact PeroxyChem objectives
  • Support field trials at customer sites

We are an Equal Opportunity Employer, EEO, AAE, MFDV and supports a drug free workplace.

Requisition ID : 1104