Account Manager - San Joaquin Central Valley, CA - AgroFresh Inc.

Advancing the Future of Freshness™, Together

AgroFresh is a fast-moving, dynamic company dedicated to delivering integrated near- and post-harvest solutions for more freshness and quality, every step of the way from harvest to home. From next-gen digital monitoring and analytics and plant-based coatings to integrated fungicide solutions and SO2 generating sheets for more intelligent packaging, you can count on us for a full suite of near- and post-harvest solutions that help enhance quality and extend the shelf life of your fruits and vegetables.

When you work at AgroFresh, you work with the leading experts in near- and post-harvest technologies to proactively solve the most pressing challenges. Imagine a world where the produce supply chain has more time every step of the way. Where products get to consumers exactly as the grower intended. Where food loss is minimized, sustainability maximized, and business empowered. This is the world of Smarter Freshness.

What the Role Delivers

The Account Manager (AM) is ultimately responsible for the customer’s satisfaction with our products, processes, and services. The focus of the position is to achieve sales and profitability goals within the defined territory through effective business planning and market development by operating in a value-based selling environment. The AM is responsible for creating and maintaining customer relationships on behalf of the company to execute sales and technical support strategies that promote adoption and usage of the AgroFresh product line.

The AM reports to the Commercial Director and will be a part of a multidisciplinary team to support commercial and technical activities within the company.

Key Responsibilities
In order of relative importance

• Meet or exceed yearly financial goals by maximizing sales, profitability, market share and contribution in line with company targets. Includes proactive communication on potential risks and opportunities, delivering ongoing accurate sales forecasts and managing and executing approved commercial pricing policies.
• Helps to keep customer accounts current by prioritizing business with reliable customers, ensuring they understand our payment terms, tracking leading indicators and partnering with Accounts Receivable, when needed, to leverage the AM customer relationship.
• Analyze the business environment for optimal product positioning and use to develop, execute, and maintain territory business plans in CRM with internal stakeholders to support AGFS product line into designated markets, identify opportunities for expansion and how to communicate and interface with potential customers.
• Engage as a Customer Champion, building relationships, implementing customer account plans and identifying specific customer needs. Delivers a compelling value proposition using technical proof points and effective solutions packages for the customer in a timely manner. Always engages ethically and with integrity.
• Provides product education to the customer and guidance on appropriate product applications.
• Willingness and desire to embrace technology to add value to service offering for customers. Helps advance AGFS technology needs, both scientific and digital, by becoming the primary contact between customers and regional support.
• Conduct commercial demonstrations for existing product / crop combinations to increase adoption of new product concepts and solve existing technical issues using established demonstration protocols.
• Actively interface with key researchers, influencers, and customers by networking in industry events and associations to expand sales opportunities.
• Practice a continuous learning mindset towards AGFS product portfolio and key industry regulatory requirements. Deepen understanding of current portfolio as seasonal and business needs of customers evolve and routinely communicate with leadership to improve processes and customer centricity.

Who to Work With

Primary internal and external stakeholders

• Local Commercial and R&D teams
• Marketing
• Operations
• Global Pricing
• Finance / Accounting
• External customers
• Key Opinion Leaders

How We Work
AgroFresh core competencies

• Accountability for Results
• Mindset for Growth
• Customer Centricity
• One AgroFresh

What the Job Requires

• Bachelor’s degree required; Agricultural, life sciences or related field is desired
• Valid driver's license and clean driving record
• Minimum 3 years of sales experience
• Travel dependent on location (estimated 30%-40%)
• Ability to understand scientific/technical solutions, educate others and guide on appropriate application or implementation.
• Prior experience with a CRM preferred

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.

• Proven history of sales success
• Readily adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation
• Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
• Customer champion who easily manages difficult or emotional situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Maintains a professional appearance; Responds to requests for service and assistance; Meets commitments.
• Models accountability by taking responsibility for own actions; completing tasks on time or notifying appropriate person with an alternate plan.
• Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• The ideal candidate has high but managed energy, creativity, focus and is a lifelong learner.
• Ability to work effectively with corporate and internal stakeholders and customers of various sophistication levels
• Exceptional time management skills and highly effective communication skills

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 requires that you are within a commutable distance of the San Joaquin Central Valley, CA area
• This position is eligible for the Sales Incentive Plan