PNW Territory Sales Manager / Key Account Manager

About AgroFresh

Imagine a world with less food waste and stronger, more sustainable produce businesses. Where consumers everywhere have even more abundant and delicious produce options. This is our singular focus at AgroFresh and what inspires our colleagues every day.

AgroFresh is an AgTech innovator and global leader with a mission to prevent food loss/waste and conserve the planet’s resources by providing a range of science-based solutions, digital technologies, and high-touch customer services. In a world fraught with climate change and shrinking natural resources, we partner with growers, packers, and retailers bringing solutions across the food supply chain to enhance the quality and extend the shelf life of fresh produce. The AgroFresh organization has 40 years of post-harvest experience across a broad range of crops, including pome fruit (apples/pears), citrus, avocados, and mangoes – and we continue to expand into new countries and crops and pre-harvest.

What the Role Delivers

The Territory Sales Manager / Key Account Manager (KAM) will be responsible for business development and revenue generating activities of its assigned territory with business acumen at the forefront of the approach. This role is key in developing current business and identifying new market opportunities within the assigned territory to drive profitable growth for the company, crafting and executing strategic sales initiatives, setting and achieving sales targets, and ensuring smooth sales operations by collaborating with the different company support functions in the Region. The Territory Sales Manager will also serve as a Key Account Manager for strategic accounts identified in the Territory. The Territory Sales Manager is responsible for talent development, leading and managing a team of sales representatives in the Territory, and managing execution of sales plans with appointed Distribution/Channel branches in the Territory.

The ideal candidate would have 5+ years’ experience in Sales Leadership, with experience in agriculture, life sciences and/or retail and foodservice and have people management experience. This role reports directly to the Commercial Business Director for the Region.

Key Responsibilities
In order of relative importance

Territory Management

• Oversee the sales of products for the assigned Territory and translate the overall regional strategy into tactical functional plans.
• Implement Commercial Excellence selling processes and methodology.
• Assess new markets/diversification opportunities and propose execution plans to drive growth.
• Plan and manage execution of product launch management, sales training, and design of account management activities to meet revenue and territory requirements.
• Collaborate with senior management to establish territory sales goals and budgets and be responsible for providing territory forecasts / reforecasts and participation in S&OP meetings.
• Analyze sales trends, market dynamics, and competitive landscape to optimize territory sales strategies and tactics.
• Utilize CRM / Digital tools effectively to track sales activities, customer interactions, and sales performance.

Key Account Management

• Execute strategic account management plans for key accounts and the company’s product portfolio and loyalty programs.
• Maintain key customer relationships and develop and implement strategies for expanding the customer base.

Team Leadership

• Monitor and evaluate sales performance, providing ongoing guidance and support to ensure team success.
• Lead, mentor, and coach a team of sales representatives to surpass sales targets and performance metrics in Territory.
• Ensure the Sales team utilizes technical output to demonstrate product value to customers, aimed at generating optimal market access
• Ensure understanding and follow-through on compliance and safety regulations, work to highest ethical standards
• Active role model and coach who advances the AgroFresh core competencies for self and others.

Who to Work With

Primary internal and external stakeholders

• Manage team of Account Managers and (if available) Sales Agents in Territory. Coordinate and support Sales plans with appointed distribution/channel partner branches in Territory
• As a key member of the NAR Commercial team, interact and coordinate with other Territory Managers, Account Managers and Field Service Teams Leads to support territory and overall regional sales targets.
• Work with regional support functions - Marketing, Operations, Supply Chain, Human Capital, R&D and Finance (Global Pricing, Accounting, Credit) as needed to manage seamless execution of sales plan in Territory
• Direct interaction with customers, trade associations, University/Technical organizations, sales agents and channel partners in the Territory

How We Work
AgroFresh core competencies – those in italics apply for people leaders

• Accountability for Results
• Mindset for Growth
• Customer Centricity
• One AgroFresh
• Owns the Talent

What the Job Requires

• BS/BA Degree; MSc or MBA a plus
• Industry experience in agriculture, life sciences, retail, food service, or CPG required.
• 5+ years commercial leadership experience and a proven record of building high-performing teams that consistently deliver successful results.
• Ability to travel (up to 50%)
• Valid driver's license with a clean driving record.

What to Have Done and Know How to Do

These skills and experiences are highly desirable; however, they do not preclude exceptions based on an individual’s performance history and demonstrated potential.

• Outstanding written and oral communication skills
• Strong financial analysis skills and proven ability to create forecasts, business cases and scenarios.
• Ability to oversee complex, cross-functional projects that require input from many internal and external stakeholders
• Ability to interact with/influence AgroFresh Management with confidence and conviction
• Commitment to excellence - both in results achieved and how they are achieved
• Comfortable with ambiguity

Why Work Here

• We work every day to improve the quantity and quality of fresh produce and reduce food waste – that is important to every person on the planet!
• We have a rich history and are known for our quality products.
• We have an enterprising spirit and are looking for like-minded problem-solvers to help us accomplish our goals.
• We focus on the Critical Few priorities that are important for us and our customers and then hold ourselves accountable to deliver.
• We are growing and transforming – both our business and the industry.
• We are committed to developing our colleagues and helping you advance in your career.
• We offer competitive compensation and benefits packages.

Local Details

• This position is eligible for our Sales Incentive program
• Candidate will ideally be based in either the Pacific Northwest or California, near a major airport hub
• A company vehicle will be provided