Commercial Manager

POSITION TITLE: Commercial Manager
AUTHORITY LEVEL: Manager
REPORTS TO: General Manager USA/CAN, with dotted line to ChiefCommercial Officer

The Commercial Manager is focused on leading and developing the commercial grower support team, with an emphasis on sales growth, coaching, accountability, and commercial execution. The company is looking for a strong sales leader who can drive business growth, implement a sales data driven process, manage long-term customer relationships, and identify new opportunities in a strategic, relationship-driven industry.

WHO WE ARE:
Founded in Oregon almost 50 years ago, Fall Creek Nursery is a global leader in blueberry genetics, plants, and grower support, serving premier blueberry growers across North and South America, Europe, Africa, and the Middle East. The company combines innovative blueberry breeding, high-quality plants, technical expertise, and strong customer relationships to help growers maximize success and build “A World with Better Blueberries™.”

WHAT WE OFFER:
A competitive compensation range based on experience, performance-based bonus, & a full benefits package (health, dental, vision, 401K with match).

ORGANIZATIONAL FIT:
This position reports to the General Manager of US & Canada North America. The Commercial Manager supervises and directs the customer service and sales/grower support team and distributors (where applicable) in the assigned territories. This position collaborates with other managers and departments in the company - both within the US and also Globally - and has frequent interactions with North America blueberry industry associations and other industry stakeholders and Fall Creek partners.

This position is a member of the Fall Creek Global Commercial Team and represents the company to commercial customers, associations and other industry groups.

JOB SETTING:
Office, field, and nursery setting. Requires frequent travel (30-50%) across US regions and Canada. Occasional international travel is also required.

ESSENTIAL FUNCTIONS: (Other duties may be assigned)

Collaborates with the General Manager US & Canada and the Chief Commercial Officer to develop the regional commercial strategy that is in line with the global strategy. Responsible for managing all sales in the assigned region.

Oversees commercial business relationships to ensure the highest level of customer satisfaction.

Executes activities with results measured against the commercial plan and holds the customer service and sales and grower support team accountable for achieving goals.

Works closely with the General Manager US & Canada to create the department budget and operates within the approved amounts.

Oversees execution and administration of company IP licensing strategies in the territory in coordination with the Intellectual Property department.

Oversees implementation, adoption, and optimized use of company CRM in the region. Empowers team to understand and use the tool to increase individual and department performance and efficiency.

Responsible for managing the sales, demand, and crop forecast processes and collaborates with Operations Manager, Planning manager, and production department to accurately forecast inventory deployment.

Establishes and maintains strong relationships with customers, industry influencers and key industry representatives. Gathers information on competitors, customers, and trends and makes recommendations to take advantage of market opportunities.

Directly supervises and coach Sales and Customer Service employee(s) on a frequent basis. This includes the annual performance management cycle- goal setting, training and development, addressing both positive and negative performance issues. C oaches, motivates and develops employees to improve job performance when appropriate. Ensures that performance discussions are completed in a timely manner. Establishes and maintains good morale, motivation, and recognition of accomplishments.

Provides leadership to the day-to-day operations of the commercial department, while maintaining focus on the company’s strategic goals and company culture. Establishes and implements short and long term commercial goals for the region.

Monitors intellectual property concerns. Works closely with other departments to develop recommendations on managing infringements that may occur.

Provides direction for handling cases of product failure, customer complaints and problems by analyzing each situation and coordinating their resolution with the help of the production department. Assists the customer service team with customer relations as needed.

Collaborates with the marketing team on planning and execution of advertising, communication and marketing plans aligned and customized to the regional needs and priorities.

Assures that proper communication, information sharing, and collaboration are achieved within the commercial team and between other departments.

Provides input and recommendations for new products and varieties and contributes to their commercialization and acceptance in the marketplace.

Collaborates with IT on technology needs, implementation of systems, and instituting related process changes.

Responsible for overseeing the scheduling of and planning for visits to the nursery or demonstration sites from existing and prospective customers. Supports the product and grower support team with hosting educational events for customers as needed.

Represents Fall Creek to visitors and guests and attends tradeshows, events, customer meetings, and other venues to assist with presenting and promoting Fall Creek products. May speak on topics concerning the company and the industry.

Supports, perpetuates and enhances Fall Creek’s core values and corporate culture.

Assures the highest level of confidentiality on sensitive matters concerning our customers and business.

Performs special projects and other duties as assigned.

Adheres to the standards set forth in the Foreign Corrupt Practices Act.
REQUIRED EDUCATION, KNOWLEDGE, SKILLS AND TRAINING:

Typically requires a Bachelor’s degree in business, marketing, horticulture or related field.

Requires 10+ years of commercial management experience preferably in the fresh produce or Ag Input industries. Sales experience in the Blueberry industry is a plus.

Minimum of 10+ years in a supervisory or management position in a commercial environment with proven ability to manage sales performance accountability, develop activation/growth acceleration strategies and plans, and develop and mentor staff.

Language skills in English. Ability to communicate in Spanish is a plus, but not required

Demonstrable experience with sales planning, budgeting, and forecasting.

Requires a proven track record of developing strategy and executing a commercial plan with an understanding of the US market, preferably in berries or fresh produce, nurseries or Ag inputs (eg. crop protection, equipment) markets.

Requires an understanding of intellectual property and royalty administration.

Experience working with Microsoft Office Suite.

Excellent oral and written communication skills. Ability to effectively present information in formal and informal settings to peers, customers and industry leaders.

Ability to manage multiple projects and deadlines with strict attention to detail and prioritization.

Able to understand complex business and political relationships.

Able to work as part of a team with internal departments and with other professionals in the industry. Strong collaboration skills.

Requires good judgment and the ability to positively influence team decision making and operations.

Ability to develop clear action plans and drive processes with many interdependencies.

Demonstrated record of success in a multicultural environment and ability to work effectively with diverse communities.

Ability and willingness to perform the essential functions of the position.

Ability to travel internationally.

Must demonstrate professional and ethical business practices, adherence to company values, and a commitment to personal and professional development.
DESIRABLE QUALIFICATIONS

Master’s degree in Business Administration, Marketing, Economics, or related field.

Previous experience working with an ERP system, preferably SAP or NetSuite .

Previous experience working with a CRM system, like Salesforce or NetSuite CRM Position requires an executed Proprietary Information, Assignment of Inventions
and Restrictive Covenants Agreement.