[Hiring] Mixed Berry/Blueberry Category Director @Produce Careers

Role Description

A well-established Produce Grower/Shipper/Packer is searching for a Director of Mixed Berry Sales to join their team. This position will be responsible for building and growing customer programs across retail, foodservice and wholesale channels, and works with Supply and Quality to align grower supply with customer demand and market windows. The role is revenue generating, with performance measured against the Mixed Berries Sales and Margin Budget.

• Develops and executes the sales strategy for the mixed berry category, growing volume and profitability across blueberries, blackberries and raspberries.
• Provides oversight of the account managers involved in the mixed berry program, ensuring customer programs, pricing and supply commitments are executed consistently and in line with sales strategy and margin targets; sets targets and monitors performance to drive accountability.
• Builds and maintains strong, trust-based relationships with retail, foodservice and wholesale customers.
• Develops joint business plans and mid- to long-term growth strategies with key customers; leads seasonal reviews, business reviews and annual planning cycles, using market insight and data to drive category growth.
• Identifies, pursues and onboards new customers and new program opportunities, with a focus on profitable growth rather than volume alone.
• Negotiates annual programs, pricing structures, promotions and commercial terms; sets pricing strategy and manages the sales book in line with market conditions, supply availability, cost of goods and margin targets; drives efficiencies such as SKU and pack-style optimization and acts quickly on variances to protect profitability.
• Ensures flawless execution of promotions and new product launches, coordinating with Supply and Quality from planning through delivery.
• Works with Supply and the Commodity Managers to align supply timing and volume from USA, Mexico, Peru and other supply regions with customer demand and market windows, managing the transition between growing regions.
• Specific focus on the California Organic Blueberry Program from a sales perspective, with a focus on ranch profitability, sustainable pricing, and packing and logistics costs, working with the team to identify margin improvements.
• Develops the company label and private label berry programs, including packaging, pack-style and promotional programs, in partnership with customers and the sales team.
• Owns accurate demand forecasting by customer, commodity and week through the company's integrated planning process; shares clear, timely forecasts with Supply, balancing growth against supply risk to reduce shrink, claims and over- or under-commitment.
• Monitors performance through KPIs, dashboards and reporting tools, and continually improves processes, efficiency and ways of working across the sales team and with partner departments.
• Has an understanding of the variety pipeline and works with Supply and breeders to evaluate new berry varieties for quality, shelf life and customer fit, and to plan variety rollout with growing partners and customers.
• Prepares and manages budgets and forecasts for the mixed berry business, and reports regularly to management on sales performance, margin, risks and opportunities.
• Works with Sales, Finance, QC, Quality and Compliance teams and the Commodity Manager on program planning, supply and demand, and performance and profitability reporting to deliver programs end to end; shares customer and market insights to support innovation and product strategy, and promotes a strong one-team mindset.

Qualifications

• Bachelor's degree in Agribusiness, Agricultural Economics, Business Administration, Marketing or a related field, or equivalent experience.
• 7 years of progressively responsible experience in fresh produce sales, blueberry category experience strongly preferred.
• Proven track record of building and growing retail and foodservice customer programs and managing key accounts.
• Strong commercial, pricing and negotiation skills with customers, growers and partners.
• Financial acumen, including P&L management, margin analysis and budgeting.
• Knowledge of berry production, seasonality and supply windows, variety development and market dynamics.
• Working knowledge of U.S. food safety and import requirements, including FSMA, USDA APHIS phytosanitary rules, U.S. Customs procedures, and USDA National Organic Program certification.
• Strong analytical mindset with the ability to turn data into action; detail-oriented and able to work independently.
• Excellent stakeholder management, communication and presentation skills, and the ability to manage multiple priorities in a fast-paced, seasonal environment.
• Ability to travel as required.

Preferred Qualifications

• Experience with category management, shopper insights or retail data analysis.
• Background in leading cross-functional projects.
• Experience with Famous Software or a comparable agricultural ERP, and AI platforms.

Benefits

• Salary: 150K-225K
• Bonus
• Medical Benefits
• 401K

Contact

Please contact Jennifer Mazza, [email protected]