IFCO USA / Sales

National Sales Account Manager (Salinas, CA Vicinity)

Interacts with assigned and prospective new customers (growers, shippers, re-packers, and distributors) to develop, generate and expand sales and revenue. Key contact for existing and prospective new customers with emphasis on building profitable business relationships at all organizational levels.

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Key Accountabilities

• Manage all daily sales activities with new and current customers through regular contact and field visits to increase top line sales and revenues, as well as maximizing customer satisfaction while minimizing costs. • Strategically build up alliances with customers through transportation, network offerings, regional executions, food safety initiatives, commercial offerings, or industry trends to bring optimum value to the customer. • Responsible for negotiating commercial conditions and implementing commercial offerings. • Prospect, generate and qualify new customers. Seek out decision makers at all levels with assigned and prospective customers. • Responsible for research, analysis and presentation of value proposition to all leads and customers. • Introduce new product offerings into the marketplace. • Research the marketplace to understand the competition’s performance and inroads. Develop accurate customer profiles to reflect competitive performance. • Collaborate with internal teams to generate produce demand forecast • Partner with teams to ensure metrics are achieved (days-on-hand, cycle time, annual audit reconciliations completed, ship logs compliant, account receivables are current). • Represent IFCO and network within local trade associations


• Bachelor’s Degree in business or agribusiness-related field required • Minimum 5 years related experience in sales or customer service preferably in the fresh produce industry • Must be geographically located to assigned customers and willing/able to travel at least 50% of the work week


• Minimum 5 years previous produce sales experience in the Salinas, CA produce industry contacting regional and national growers at all organizational levels. • Demonstrated success in building and maintaining relationships with customers. • Proven ability to maintain high-closing sales ratios

Skills and Knowledge

• Ability to "close the deal" and achieve a sustainable win-win outcome • Understanding of margin and profit drivers, business acumen and commercial pragmatism • Ability to develop strong business relationships and work collaboratively across all levels of the business • Able to reach a quick understanding of customer requirements, accurately interpret underlying needs, buying behaviour, change drivers, influencers and direction. • Positive, competitive and confident personality with strongly developed persuasive and collaborative skills • Must be self-directed and able to work independently • Proven planning and organizational skills with the ability to handle multiple priorities and deadlines • Enhanced presentation, negotiation and communication skills – both written & oral. • Proficient in Microsoft Office Suite, particularly Excel, advanced project management skills

Local candidates only, no relocation offered.

Language Skills

Bilingual: English required with Spanish fluency preferred