Vice President Sales

Calavo Growers is a fresh food company with a mission to create fresh, healthy, good food. Headquartered in Santa Paula, CA with a national manufacturing footprint, we bring fresh, high-quality, value-added food to consumers across the country. At Calavo, we pride ourselves on employee retention by investing in our team members through opportunities for advancement and individual growth. We believe the key to our recipe for success lies within our people, and strive to empower passionate individuals who share the same sense of family, dedication, and pride.

SUMMARY

The VP of Sales executes to meet company sales growth and financial targets, required to contribute and fulfill company leadership responsibilities, and effectively motivate and manage team member performance.

RESPONSIBILITIES

1. Manage and execute to meet sales and financial targets
   1. Build, maintain and optimize portfolio of customer relationships
   2. Mentor, motivate and grow direct report team members
   3. Deliver positive impact to Calavo organization
   4. Build positive Calavo image in industry
   5. Maintain positive work/life balance
2. Account Management Responsibilities
   1. Manage to meet growth targets
   2. Manage to meet profitability targets
   3. Maximize product line penetration and extension
   4. Manage to meet account and Calavo SKU rationalization
   5. Manage to meet logistics drop size targets
   6. Resolve account customer service issues by working directly with Calavo customer service and account
   7. Assist Calavo accounting to resolve account accounting related issues
   8. Responsible to make direct account contact and notification in the event account is impacted by a product recall
   9. Manage broker relationship and performance
   10. Manage Calavo resource utilization to customer value
   11. Manage total customer spend to customer value
   12. Conduct regular SWOT analysis to maximize account management
3. Marketing Responsibilities
   1. Prepare and manage customer sales and growth strategy
   2. Obtain customer sales data when available
   3. Prepare and manage promotional calendar to customer value
   4. Develop and manage customer product, customer reviews and customer meeting presentations
   5. Make customer aware of Calavo innovation items and new product lines
   6. Manage and coordinate field activity execution Calavo/Broker
   7. As necessary attend account roll outs and resets
4. Sales Coordination Responsibilities
   1. Act as customer/sales team Advocate when communicating customer activity with appropriate parties/departments
   2. Track, communicate, coordinate all account sales activity to appropriate parties/departments (launches, price requests, sample requests, new item requests, account set-up/changes, logistics/order-production-delivery cycles with appropriate parties/departments to ensure account activity is fully communicated and completed
   3. Notify all appropriate parties-departments of upcoming new customer and new item launches/discos
   4. Forecast and communicate to appropriate parties-departments new item(s) and account roll-out launch volume
   5. Coordinate customer meetings with appropriate parties-departments samples, presentations, price quotes, and special customer requests to ensure meeting requirements are fulfilled
   6. Coordinate and communicate with required parties/departments to attain and establish individual account activity timelines to meet customer expectations
   7. Assist Customer Service to resolve any account activity issues or discrepancies
   8. Manage timely communication to sales team keeping them posted on individual account activity and on-going activity status
   9. Manage and communicate promotional calendar with required parties/departments
   10. Remain updated on Calavo innovation items and new product lines
   11. Coordinate as necessary account field merchandising activity

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

KNOWLEDGE

1. Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
2. Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
3. English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
4. Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
5. Education and Training — Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.

COMMUNICATION

• Persuasion — persuading others to change their minds or behavior.
• Active listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
• Speaking — talking to others to convey information effectively.
• Coordination — adjusting actions in relation to others' actions.
• Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

ABILITIES

• Oral Comprehension — the ability to listen to and understand information and ideas presented through spoken words and sentences.
• Oral Expression — the ability to communicate information and ideas in speaking so others will understand.
• Written Comprehension — the ability to read and understand information and ideas presented in writing.
• Deductive Reasoning — the ability to apply general rules to specific problems to produce answers that make sense.
• Negotiation – the ability to find solutions in the midst of conflict without damaging the foundation of the relationship.
• Speech Clarity — the ability to speak clearly so others can understand you.

EDUCATION/CERTIFICATIONS

• Bachelor’s Degree in General Business, Supply Chain Management, Sales/Marketing or applicable field required or can demonstrate equivalent experience.
• Master’s Degree preferred
• The most appropriate level of experience for this position is 10 to 15 years.
• Perishable food sales experience preferred.
• Prior management experience required.

Food Safety & Food Security Responsibility

All persons within the company have responsibilities to ensure that threats to the safety and security of our final product are minimized. Responsibilities for this position include;

• Compliance with Good Manufacturing Practices (GMPs)
• Understanding basic concepts of food borne illness.

COMPENSATION

For Exempt (Salary) Jobs:

• The base salary we reasonably expect to pay for this role is: $197,000.00 - $230,000.00.
• The actual salary for this role will be determined by a variety of factors, including but not limited to the candidate’s skills and experience.
• Please note that base pay is one important aspect of a compelling Total Rewards package. The base pay range indicated here does not include any additional benefits or cash bonuses that you may be eligible for based on your role and/or employment type.

Note to Recruiters and Third-Party Placement Agencies:

Calavo will not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Calavo employee. Calavo will not be responsible for any agency fees associated with unsolicited resumes. Any unsolicited resumes received will be considered property of Calavo and will be processed accordingly.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.