Retail Sales Representative

About the Opportunity

The purpose of the Sales department is to execute on go‑to‑market strategies to grow and strengthen the berry category for our customers. Driscoll’s success in the berry industry relies on our Sales Representatives’ ability to work cross‑functionally across Demand Management, Supply Chain, Transportation, Product Leadership, Market Development and Marketing to optimize revenue and product distribution in supply‑exceeds and demand‑exceeds markets. A strong Sales Representative at Driscoll’s has a pulse on market dynamics and can work in a fast‑paced environment to execute on short‑range sales plans based on Driscoll’s internal sales strategies to ensure customer service and enterprise profitability. Sales Representatives are responsible for making timely and strategic decisions and demonstrate strong communication skills to navigate conversations at multiple levels from junior staff to C‑Level executives.

Responsibilities

Account Management

• Work autonomously and collaboratively and be accountable to execute customer sales plans as dictated by internal customer strategies and market dynamics in the short range.
• Analyze customer purchase behavior trends and market dynamics to provide strategic input to short‑range sales plans.
• Takes ownership of price and volume discussion with customers based on short‑range supply forecast.
• Partner with Customer Development and Omni Channel to recommend and execute promotional activity that improves retailer berry category sales and aligns with Driscoll’s distribution and revenue targets.
• Manage both national/regional customer price and volume expectations through high/low supply periods.
• Manage operational challenges and own the development of tactics and execution of strategies that provide a high level of customer service.
• Skillfully ask probing questions that generate solutions for both customer and Driscoll’s.
• Be accountable for Accounts Receivable and Invoice Adjustment processes that directly impact sales revenue and grower returns.
• Navigates through ambiguity with multiple stakeholders (order entry to customer receiving) to ensure smooth transaction process and correct problems that may arise.
• Demonstrate strong communication skills and a people‑first attitude, adapting to different personalities and preferences both internally and with customer procurement teams.
• Be willing and able to manage all aspects of the transaction process from customer engagement to administrative tasks, including order entry, transaction research, and report generation.

Leadership

• Seasoned Sales Representatives are a resource to cross‑functional teams and other sales members, adept at customer and internal processes to improve performance for specific accounts and at a topline sales level.
• Understand root cause and lead a team to map out processes and solutions to solve gaps.
• Strong advocate for the sales team and can lead/represent cross‑functional activities in platform improvements.
• Communicate risks associated with decisions in process changes and market conditions.
• Take ownership of managing customer expectations when the industry is tight on supply, so Driscoll’s can execute on broader organizational objectives.

Cross‑Functional Collaboration

• Work with Supply Chain, Product Leadership, Transportation, Demand Management, Market Development, Market Insights, and other departments as required to execute sales plans in alignment with customer strategies.
• Deliver on the Annual Operating Plan by supporting the category planning process and defining mutual category goals and plans shared by the customer and Driscoll’s, facilitating execution of those goals in partnership with Market Development and providing a positive ROI for growers and customers.
• Partner with Market Development and Demand Management to manage expectations around supply volume and price from mid‑range to short‑range planning.
• Engaged in helping manage and improve the sales planning process and system improvements as needed; experienced Sales Representatives will be asked to test new sales platforms and identify issues that could affect the sales transaction process.
• Represent Driscoll’s in an ethical and business‑like professional manner in all interactions with growers, co‑workers, suppliers, customers, and the business community at large.

Candidate Profile

• This position requires on‑site work at our Watsonville, California office. Remote work is not available. Applicants must reside within a commutable distance or be willing to relocate independently.
• We are unable to sponsor or take over sponsorship of an employment visa at this time or in the future. Applicants must be authorized to work for any employer in the U.S.

Requirements

• Ability to use internal systems Oracle, iTrade and other customer order platforms.
• Experience in Microsoft Office Suite: Outlook, Word, PowerPoint, Excel.
• Ability to work through flexible work environments as the job requires: in‑office, virtual, in‑field, etc.

Preferred Qualifications & Leadership Competencies

• Bachelor’s Degree preferred or 10+ years successful agricultural sales experience, berries preferred but not required.
• Strong understanding of grocery retail price strategies, merchandising, and supply‑chain.
• California driver’s license and the ability to be covered under company‑sponsored vehicle insurance program.
• Valid passport and ability to travel internationally without restrictions.

Compensation & Benefits

The following information is provided in good faith as a general description of the salary range and benefits for the position posted. The actual compensation offered to the successful candidate is dependent upon experience, skills, education, work location, internal pay equity, and other objective job‑related factors.

The U.S. annual salary range estimated for this role is: $75,750 to $92,260 USD.

Driscoll’s is committed to a culture of care and offers an attractive benefits package that includes comprehensive medical, dental, and vision coverage, life insurance, and disability coverage for positions working more than 30 hours per week. Other benefits include 401(k) with employer match, profit‑sharing participation, paid sick time, paid vacation, paid personal and family care leave, and a free Employee Assistance Program (EAP). Detailed information regarding the benefits package will be shared during the application process.

About Driscolls

Driscoll’s is the global market leader for fresh strawberries, blueberries, raspberries, and blackberries. With more than 100 years of farming heritage and hundreds of independent growers around the world, Driscoll’s is passionate about growing fresh, beautiful, and delicious berries. Our values of humility, passion, and trustworthiness guide our mission to delight consumers around the world. Driscoll’s exclusive patented berry varieties are developed through years of research using only natural breeding methods – meaning no GMOs. From farm to table, we focus on delivering a high‑quality, premium berry experience with our many supply chain partners.