Director of Product Management

The Director of Product Management is responsible for leading the Company’s commodity business across all commodity categories. This position owns enterprise-wide commodity strategy, commodity sales performance, supply planning, pricing strategy, market development, inventory position, grower returns, and profitability performance. The Director works collaboratively with senior management, Sales, Marketing, Production, Harvesting, Operations, Finance, R&D, affiliated companies, and key customers to maximize revenue opportunities, customer satisfaction, market share, product movement, and grower returns.

The role requires clear business vision, strong execution against the commodity plan, and the ability to balance customer demand, market conditions, available product, quality, inventory aging, and Company profitability. This position directly leads the Commodity Managers and commodity-focused sales personnel responsible for specific commodity categories. The Director of Sales remains responsible for sales personnel who do not manage a commodity, customer development activities, and non-commodity sales execution.

Essential Duties and Responsibilities

Enterprise Commodity Strategy, Planning & Supply Management

• Develop and execute commodity sales and management strategies across all commodity categories to support Company profitability, market share, customer satisfaction, and grower return objectives
• Lead annual commodity planning with Production and Harvesting, including volume planning, commodity growth planning, forecast alignment, and supply strategy
• Monitor harvest projections, inventory position, actual sales, market demand, and quality conditions to identify shortages, excess supply, promotional opportunities, outside purchase needs, and product movement strategies
• Balance the overall commodity plan, sales needs, customer commitments, market conditions, product quality, and available supply to maximize returns
• Oversee commodity inventory across all categories and ensure compliance with aging and inventory management policies
• Monitor commodity commitments during high-volume periods, holidays, promotions, and limited-supply situations to prevent over-commitment
• Make final allocation and customer service decisions during periods of limited product availability in partnership with Sales leadership
  

Financial Performance, Pricing & Profitability

• Own commodity sales performance, customer profitability, pricing discipline, market share progress, grower returns, and profit/loss performance across all commodity categories
• Review and analyze sales performance against sales budgets, revenue goals, product mix, pricing, profitability, and industry trends to determine effectiveness
• Develop and administer annual revenue, margin, expense, and departmental budgets for the commodity sales function
• Lead commodity pricing strategy, review pricing adjustments, and ensure all pricing decisions are accurate, timely, and aligned with market conditions and Company objectives
• Work closely with Finance to develop customer profitability, contract compliance, reporting, and performance management tools
• Monitor adjustments, claims, deductions, settlements, and receivables to ensure timely resolution within established Company timelines
• Prepare business reviews, performance updates, and executive reporting on commodity results, risk areas, and strategic opportunities

Sales, Marketing & Product Development Collaboration

• Participate in product positioning, packaging, pricing strategy, and market strategy discussions to maximize long-term market share
• Actively support Sales and Marketing efforts to promote Company products through relevant customer, consumer, and trade channels
• Participate with and support development of new profitable products, category extensions, and market growth opportunities
• Support R&D and cross-functional teams in the development of new products, product line extensions, and strategies that improve visibility and profitability

Leadership, Team Development & Department Management

• Directly lead, coach, develop, and manage all Commodity Managers and commodity-focused sales personnel
• Create and maintain a high-performance commodity team by attracting, motivating, training, developing, and retaining key personnel
• Select, supervise, support, discipline, counsel, and evaluate assigned staff, including accurate and timely performance reviews
• Provide professional growth opportunities for Commodity Managers, commodity-focused Account Managers, Sales Associates, and support personnel within the commodity function
• Assign work schedules, coordinate time off, establish backup coverage, and oversee commodity management duties during staff absences
• Plan, organize, and implement team improvement plans that increase efficiency, accountability, communication, analytical discipline, and service performance
• Train the commodity team on selling skills, market execution, customer interactions, business reviews, contract negotiations, terms, compliance, pricing, inventory management, and commodity strategy

Data, Reporting & Sales Effectiveness

• Ensure accurate and on-time reporting that supports sales organization effectiveness, customer tracking, commodity planning, and executive decision-making
• Track sales performance, customer activity, market movement, inventory trends, commodity performance, pricing results, and category opportunities
• Create annual or periodic reports on customer databases, commodity performance, sales targets, profitability, and market opportunities
• Ensure orders, estimates, forecasts, and customer commitments related to commodity categories are entered accurately and in a timely manner to support order fulfillment and customer service

Cross-Functional Leadership & General Responsibilities

• Coordinate strategies with multiple departments across the Company, including Production, Harvesting, Operations, Finance, Marketing, R&D, Customer Service, Sales, and affiliated companies
• Partner closely with the Director of Sales to align commodity strategy, customer commitments, account coverage, and customer service execution
• Attend relevant meetings and report to executive leadership or the Board of Directors as requested
• Monitor Sales Assistant responsibilities and workload where support is assigned to the commodity function to ensure appropriate distribution of work

Perform other duties and special projects as assigned

Job Requirements and Qualifications

• Bachelor’s degree in Business Administration, Sales, Marketing, Agricultural Economics, Agriculture, Supply Chain, or related field required
• Minimum of 7 to 10 years of progressive experience in sales, commodity sales, commodity management, agricultural sales, or a comparable role
• Minimum of 3 to 5 years of leadership experience managing sales, commodity, account management, or cross-functional teams
• Proven track record achieving revenue, profitability, market share, customer growth, commodity performance, and/or grower return objectives
• Experience with strategic planning, market analysis, sales performance analysis, pricing strategy, contract management, and budget management
• Strong knowledge of fresh produce markets, commodity sales, inventory management, market conditions, customer programs, supply planning, and product quality factors
• Strong communication, interpersonal, negotiation, analytical, organization, and problem-solving skills
• Ability to maintain effective working relationships with customers, industry stakeholders, employees, affiliates, supervisors, peers, and cross-functional departments
• Working knowledge of Microsoft Outlook, Microsoft Excel, Microsoft Office Suite, CRM or sales performance tools, and industry-specific sales systems
• Ability to travel frequently to meet with customers, attend industry events, visit offices, coolers, fields, and other business locations as required

Preferred Qualifications

• MBA or other advanced degree preferred
• Previous working experience in the Agriculture or Fresh Produce industry preferred
• Experience managing multiple commodity categories and motivating a team of commodity or sales professionals
• Experience developing customer profitability tools, sales databases, and contract compliance reporting
• Working knowledge of Famous software, iTrade, Food Link, finance tools, database tools, or comparable systems preferred
• Valid class C California Driver’s license and ability to be insured, if required by Company policy

Personal Attributes

• Results-driven, proactive, adaptable, and able to respond to changing market conditions and industry trends
• Detail-oriented and professional, with strong ethical conduct and respect in all business interactions
• Demonstrates integrity, honesty, accountability, and commitment to Company values and guiding principles