Job Listing Naturipe Farms

Organic Product Management/Sales

Position Purpose

Organic Product Management & Organic Sales is the link between our owner / grower (partners) and the Naturipe Farms Sales & Marketing functions. This position is the partners advocate, working to maximize grower returns through and effective and efficient sales and marketing program.

This position will work in collaboration with others within Naturipe Farms’ conventional berry product lines, several functional departments and cross functional groups. Work as a member of a cohesive team to reinforce the intrinsic value of the Naturipe Farms business model, while expanding our berry category leadership, supporting brand development / management and strengthen our core business competencies.

Organizational Relationships

Supervisor: CEO
Peers: Directors of Product Management, SVP Sales, VP Sales, VP Finance

Partner

Contacts: Naturipe Berry Growers - CEO/President & members of operations team

Hortifrut Imports – CEO & members of operations team

MBG Marketing – CEO & members of operations team

Munger enterprises – Owners & members of operations team

Accountabilities and Responsibilities

o The Organic Product Management will successfully manage the Organic product line in collaboration with partner organizations, sales, marketing and other Naturipe Farms functions /departments, with 3 distinctive time horizons;

· Long Range (Product Growth Opportunities & Strategic Initiatives)

· Long & Mid Term (Supply & Demand Planning, Production & Marketplace Alignment)

· Short Term ( Annual Plan Development - Execution, Monitoring & Adjustments)

o Monitor Sales pricing (FOB) / volume / trends to identify out-of-strategy orders & activities and bring to the attention of Sales Management

o Constantly monitor sales against projections and competitive pressures

o This position will have the responsibility to personally manage a select group of organic clients as part of the overall Naturipe Farms Strategic goals.

o Position time allocations will be approximately 2/3 product management and 1/3 sales. Future development of the organic product line will allow for support personnel and the potential for additional dedicated sales support.

Specific Job Functions

o Develop an Annual Organic Business Plan (aligned around the corporate planning process)

· Develop a Situational Analysis and SWOT assessment. Conduct internal performance review (P&L), Competitive analysis, Market share (Production and Sales channel) assessment. (This will be done in collaboration with the other Product Management team to allow for a category approach to each specific berry group)

· Establish KPI’s and appropriate scorecards

· Leads in collecting and validating pre-season Production Forecast from grower /partner

· Develop Organic Business strategies, goals and objectives for upcoming season in collaboration with partners, senior management and appropriate functional groups

· Assist in the development of the annual sales and marketing plans ensuring they deliver overall Organic category and business objectives

· Determine budget needs, providing revenue projections and product profitability.

· Provide weekly, monthly, quarterly and yearly financial performance and action plans to meet these objectives.

· Manage the Organic commodity budget and revenue projections, product profitability by producing region. Works in conjunction with VP of Sales & V.P. of Finance and partners

· Communicate annual Organic plan goals and objectives so there is a clear understanding by all stakeholders of their roles & responsibilities in executing the tactics within the plan

· Represent Naturipe Farms Sales and Marketing at meetings with customers, partners, growers and prospective growers as requested, in an effort to demonstrate our go to market strategies and performance in the market.

o Coordinate the planning and execution of the annual Organic “pack plan” with direct responsibility to manage the day to day flow of product from the fields to customers.

· Manage all aspects of the pack plans (packaging size, inventory, movement, distribution and allocations).

· Obtain accurate product forecast & flow / logistics information from growers

· Ensure product is properly entered in the SAP system (Sales Boards) to give sales accurate volumes and locations of the inventory

· Provide analytical reports to management

· Develop standardized reports on sales progress and demand forecasts

· Provide regular updates on pricing verses established pricing goals and recommend correct action plans when needed.

· Weekly, monthly, quarterly and yearly reports on the market and competition

· Pre-approve all requests for new or modified packing to ensure system wide acceptance.

o Communicate pertinent information to the sales team so that that they can establish long & midterm sales & promotional plans and weekly order movement.

· Participate in weekly calls with sale team on key topics - pricing, distribution, allocation incorporating production forecasting, promotional planning, 6 week forecasts packaging & category education

· This may include – crop forecasts, production ramp up, transitioning between production areas, inventory status, special opportunities, problem resolution and more.

· In conjunction with Sales Management team, monitors sales orders and sales performance in order to optimize product movement & net returns to the grower. Maintain close contact with Regional Sales Directors.

· Identify subpar performance that may impact grower returns and work with sales team (and others as appropriate) to develop corrective actions.

o Responsible to communicate current and accurate information to partner/growers about the marketplace

· Present sales & crop performance data to the partners / growers on a weekly basis

· Pricing performance against forecasts, price / volume implications & alternatives, future trends, anticipate market swings

o Conduct a Organic crop business review at conclusion of the partners crop season (cycle)

· Conduct a SWOT / overview analysis about the season results & performance to plan

· Conduct a Correction of Errors / Continuous Improvement review with partner’s mgmt team and Naturipe Farms staff

o Sales Account management:

This unique position will also have the opportunity to be the companies “Champion” for organic products. This will be accomplished by handling direct sales with key accounts, but also supporting educating and collaboration with other Sales Account Managers about opportunities to expand the category

· Establishes and maintains Professional sales relationships with assigned Naturipe Farms Accounts and grows these accounts in accordance with Naturipe Farms Strategic Sales Plan.

· For select assigned customer accounts:

· Reporting structure will be directly to the VP of Sales relative to customer relationship management (sales and related functions)

· Accountable for accurate order entry (including quantity, price, product, customer, ship to, delivery instructions and any special instructions) into company system and, if needed, the customer system, and to monitor status of orders up until confirmed received and/or cancelled.

· Conducts sales calls, schedules promotional volumes and prices, monitors sales to identify opportunities in accordance with Strategic Sales Plan.

· Promptly (within six hours) handle rejections by assigned accounts issuing proper notification, department required documentation, and provide customer support to sustain relationship.

· Assist Sales Management to monitor sales team performance to Organic sales Plan and weekly Promotional Planner.

· Assist the Sales team to identify and establishes new organic customers and grow sales with existing accounts throughout North America in accordance with Naturipe Farms Strategic Sales plan.

· Cooperate with accounting department to assure prompt collection of assigned account receivables, and ultimately responsible for the collection of all funds.

Quantitative Data/Job Dimensions

o Member of Sales leadership team establishing the overall corporate sales plan and organic specific priorities

o Grower/partner weekly FOB price forecasts average over any five-week period is within 10% of actual.

Qualifications and Skills Required

Bachelors Degree in Business Administration, Sales or related field preferred. 10 years of broad and progressive experience in produce sales or sales manager preferred.
Strong knowledge of distribution channels of perishable products and/or related industries
Willingness to travel an estimated 45 days annually primarily to destination in North, Central and South America
Exceptional presentation and oral and written communication skills.
Working knowledge of computer applications, including PowerPoint, Word, Excel, and Outlook.
Spanish language skills a plus

Click here for our online application...

Account Manager-Trainee

Position Purpose

Provides sales support in the area of order coordination, phone and administrative support to account managers and office personnel as assigned. This position communicates and coordinates orders with customers and suppliers, becomes SAP and Diver Super User, prepares reports, processes credits and returns and other tasks as assigned. Expectations are the person selected for this position would be developed to accept greater role in our organization.

Organizational Relationships

Direct Supervisor:        Director of Sales

Peers:                          Sales Assistants in Grand Junction, Salinas, Boston and Naples

Coordination with          Product Managers, Account Managers



Accountabilities and Responsibilities

Telephone reception and communications.

SAP order entry

Communicates changes with individual coolers as needed.

Assists with, order follow-up and customer notification of changes and customer confirmations as needed.

Claims, collections and consignment closure in SAP.

Manage all I-Trade, Foodlink and ADX transactions for office

Daily and weekly inventory coordination and order management to and from growers and cooler network.

Office administrative support for sales. This includes ordering and maintaining office supplies, managing office equipment maintenance, handling mail and shipping, maintaining a neat, professional work environment.

Assists Director of Sales and others as needed in preparation of reports, documents, and memos, collection of short pays, and other activity as required.

Other duties as assigned from time to time.

When training is complete, expected to take on a few small sales account for development

Quantitative Data/Job Dimensions

·                                        Order entry 4,500 + orders per year

·                                        Order manifests - 4,500 + per year orders

·                                        Coordinates up to two managers phone calls



Qualifications and Skills Required

Associates (2 year) degree minimum, Bachelors degree preferred

3 years plus experience in office or produce environment preferred.

Excellent skills with Outlook, Microsoft Excel, Power Point and Word required, very computer literate is a must.

Experience with SAP a plus.

Excellent verbal and written communication skills.

Enjoys people evidence by inter-personal skills and phone etiquette.

Ability to work independently and thrive in a cooperative team environment.

Ability to work in a professional, confident manner.

Ability to accept responsibility and make competent decisions independently.

Enjoys a fast-paced environment.

Experience with SAP a plus.

Bilingual (Spanish) a plus. Knowledge of produce industry a plus.

Desire to move up in the company a must.

Click here for our online application...

Director, Business Development

Position Purpose

Contributes to company growth and return to grower by initiating, leading, planning and executing against strategic sales and business development plans that enhances the value of the Naturipe Farms to our key customers and maximizes returns to our grower partners. Effective leadership and management of the regional sales team to include, but not limited to, staffing/retention, team development, performance and compensation management, strategic customer growth and development, effective sales planning, regional business development, and delivers sales driven forecast to product management and our partners.

Organizational Relationships

· Supervisor: Vice President of Sales

· Peers: Product Management Directors, Marketing Directors.

· Subordinates: Regional Account Managers, sales assistants

· Other: CEO, EVP Marketing, VP Finance, VP Product Management, Partner CEO/Staff

Accountabilities and Responsibilities

· Manages regional account managers and supporting team to achieve the results of each position description and sales goals; in context of the company vision, mission, guiding values and strategies.

· Employs, mentors, develops, and trains regional team members assuring highly motivated people working as a team achieving personal and company objectives of their position.

· Develops, manages and maintains customer relationships and targeted prospective customers regionally in conjunction with overall sales strategy

· Provides leadership motivated by the company’s vision, mission, guiding values, strategies, and in compliance with management policies.

· Manages within the designated sales department budget with direct responsibilities to company performance vs USDA and price per pound performance against budget/forecast.

· Member of VP Sales leadership team establishing the sales plan, customer and product priorities, and overall sales strategy.

· Responsible for directing the sales and product allocation to achieve the agreed sale plan, and has final authority for product allocation as it relates to regional sales.

· Coordinates and communicates with Product Management assuring sales plans aligns with the production plans and advises when contrary actions are required as it relates to planning gaps between the two.

· Cooperates with marketing department initiatives and provides feedback and recommendations for marketing tactics and programs that help drive sales.

· Coordinates with the Operations/Logistic department to achieve the targeted customer and department service goals in most efficient manner that drives best in class .

· Manages assignment of accounts and sales goals to regional account managers.

· Responsible for on going and no less than biannual developmental feedback and written performance review for all direct reports.

· Recommends compensation levels and incentive plans and individual goals for direct reports to VP Sales.

· Conducts weekly rolling plan meetings with staff to outline short term sales plans with key and strategic accounts versus 6 week production forecast.

· Proposes, develops, analyzes and reports sales metrics measuring achievement of goals or predictive of necessary corrections required, and adjusts sales plan accordingly to achieve company goals and objectives.

· Provides customer reviews coordinating with product managers to implement strategies to achieve desired results for customers and products as it relates to the retail channel.

· Must assure retail sales team cooperation with accounts receivables to achieve collection and days outstanding goals, and is ultimately responsible to collect on all sales.

· Actively pursues innovation by identification, evaluation and recommendation to investigate new product opportunities, alternative distribution, new concept development, and other ideas to achieve the vision and mission of Company.

Quantitative Data/Job Dimensions

· Total sales $100 million or 20% of total sales

· Department budget to be shared at time of hire

· Account Managers - 3

· Sales Assistants – 1

· Coordinates with Product Managers, VP of Sales and Direct Reports

Qualifications and Skills Required

Bachelors Degree in Business Administration, Sales or related field.
Minimum 5-10 years sales management experience and demonstrated skills in selling, teaching, motivating and managing sales staff of 3 or more.
Excellent communication, organization, negotiation, persuasion, reasoning, and strategic planning skills required.
Self directed time management skills to ensure a high level of quality and efficiency in a fast-paced environment.
Strong knowledge of perishable products distribution channels
Ability to travel 75 to 80 days annually.
Demonstrated ability to manage, motivate, mentor and direct a sales force to achieve sales strategies and profit goals.
Good oral and written presentation and communication skills.
Proficient with information and communication technologies.
Profit and loss mentality assessing and making changes based on potential impact of changes in price, margin, etc. to gain value / loss of value to the Company’s key stakeholders.
Ability to create and contribute to Strategies, Goals and Sales Plans with examples of solid execution.
Proficient with compute applications, including PowerPoint, Word, Excel, Diver, SAP and Outlook.

Click here for our online application...

Financial Analyst

^{Position Purpose}

^{Creates, compiles and analyzes financial, sales, production and marketing data and reports for Naturipe Farms (NF). Identifies trends and developments in competitive environments and presents findings to senior management. Provides projections, reports and presentations for all department heads. Will add value by assisting company leaders in recognizing financial opportunities and issues.}

^{Organizational Relationships}

^{· Supervisor: VP of Finance & Administration}

^{· Other: Department managers}

^{Accountabilities and Responsibilities}

^{· Identify and analyze trends in the company’s numbers and reports}

^{· Engage management of each department}

^{· Report creator in NF’s BI tools.}

^{· Work with Logistics Department to analyze freight margin by customers, growers, and region.}

^{· Assist in the month-end closing and distribution of monthly financial reports.}

^{· Perform detailed financial statement analyses.}

^{· Provide the Sales department with analytical support i.e. customer report card, weekly sales reports, account manager report cards, monthly reports (Customer Grid).}

^{· Work with Marketing to help sales with Category Management data, i.e. regional sales by item, identify market leaders, NF share by regions, and help identify target account by region.}

^{· Provide the Product Management Department with analytical support , i.e. weekly pricing and volume reports, prices compare to budget and industry, weekly market share}

^{o Contract price – Actual compare to contract}

^{o Quality/claim report analysis}

^{· Create graphs/charts based on all data available for use by Sales/Product Management.}

^{· Prepares budget variance reports monthly for the department VP. Provide analysis of overages to facilitate department managers’ comments to the President.}

^{· Executes special projects as directed.}

^{Quantitative Data/Job Dimensions}

^{· Weekly report creation and analysis of approximately 15+ reports}

^{· Monthly creation and analysis of additional 15+ reports}

^{· Ad hoc reporting daily}

^{Qualifications and Skills Required}

^{· Bachelor Degree with emphasis in Accounting or Finance with 5+ years of experience.}

^{· Advanced computer knowledge and experience required. Experience with MS Word, Excel, and Outlook required.}

^{· Travel required (up to 15% of the time)}

^{· Ability to work in a professional, confident manner.}

^{· Sound prioritization and time management skills.}

^{· Utilize computer systems and files in an organized and efficient manner.}

^{· Ability to accept responsibility and make competent decisions independently.}

^{· Ability to problem solve independently.}

^{· Must be detail-oriented for accurate reporting.}

^{· Excellent verbal and written communication skills. Strong ability to communicate and interact with upper levels of management in professional and knowledgeable fashion.}

Click here for our online application...

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