Business Development Manager (Aroya)

ADDIUM, Inc.; Watsonville, Oxnard (CA, CA); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Comprehensive medical insurance

401(k) with company match

Paid time off & holidays

Life and disability insurance

Job summary

Addium, Inc. is seeking an experienced Business Development Manager to drive revenue for AROYA in berry markets and high-value CEA crops. This field-based role requires strong executive relationships, a deep network, and a track record in scaling new markets across the US and Mexico.

You will lead strategic deals, travel up to 70%, and work with cross-functional teams to expand the customer base and enter new markets while delivering on revenue targets and milestones.

Qualifications

• Seven or more years of business development or market development experience with grower/partner responsibilities.
• Proven track record of taking products into early-stage markets and closing strategic deals.
• Full professional proficiency in English and Spanish.
• Established network across growers, distributors, and ag industry partners.
• Experience selling or deploying technical solutions (hardware/IoT) into agriculture.
• Travel up to 70% across the United States and Mexico.
• Bachelors degree in agriculture, agronomy, business, engineering, or related field.

Responsibilities

• Deliver revenue targets for hardware and software, quarterly and yearly.
• Expand customer base by targeting new berry growers and substrate/soil operations.
• Enter new markets by identifying target accounts and developing entry plans.
• Develop strategic relationships with senior executives to drive deals and adoption.
• Build and manage a pipeline with a clear, transparent progression.
• Identify distributors and channel partners to accelerate reach and create a channel model.
• Provide market feedback to product, marketing, and leadership to shape roadmap.

Skills

BD experience

Market entry success

Bilingual EN/ES

Grower network

Tech sales

Travel ready

Education

Bachelor's degree (agriculture/related)

Job description

Business Development Manager, Berries and High Value CEA

Department: Revenue Operations
Location: Watsonville, CA or Oxnard, CA (field based; up to 70 % travel)
Compensation: Salary + Commission + MBO | Base $150k to $180k | OTE $220k to $250k

Applicants must be legally authorized to work in the United States. Addium, Inc. does not sponsor employment visas now or in the future.

About Addium

Addium has offered the premier crop steering and substrate monitoring system, AROYA, for the pastseven (7) years. Through its wireless mesh network and state of the art sensor technology, AROYA hashelped thousands of high value crop growers to improve yields, optimize quality, and save on cost. Notonly does the system allow for close to continuous monitoring of the conditions the plants are in, butthrough seamless integrations with third party irrigation controllers, growers are able to control, optimizeand execute their irrigation strategy with confidence and ease. Over the past three (3) years, Addium hasentered the berry market and proven the value the platform has to offer working closely with growersaffiliated with one of the world's largest berry marketers in the United States and Mexico. Now it's timefor the next phase of growth and to expand the team with an experienced business developer.

Position Summary

Addium is looking to hire an experienced and well-connected Business Development Manager (BD) tocontribute significantly to the AROYA business development for various high value crops, initiallycontinuing to develop the berry market. The main objective for the BD is to deliver on and achieve therevenue plan and targets. To do so, they will identify and initiate relationships with new and existingmarkets and key accounts and work at senior/executive levels within these accounts. They will pursue andbuild strategic account relationships with decision makers and key entities with clear plans for how tosuccessfully win, understanding that these markets move slowly and require perseverance.

The mandate and expectations on the BD are to scale AROYA several times its current CEA footprintover next three (3) years. Through a proactive and driven approach, the successful performance anddeliverables of the BD will lay the foundation for future growth stages where local account management,distribution and operational excellence will be areas of focus.

The compensation for this position will be a combination of base salary, commission, and MBO. The BDwill carry clear performance goals, including revenue targets and strategic milestones such as thesuccessful entry into new markets.

Ideal Candidate

You are an experienced English and Spanish bilingual Business Development Manager who has done thiskind of work before: taking a technical product into a traditional, slow to adopt agricultural market andbuilding the customer base and channel network to scale it. You arrive with an existing network ofrelationships across growers, distributors, and ag industry partners, and you know how to open doors thattake others years to reach. You are driven and trustworthy, and you can develop short and long term plansto systematically go about developing the market. You encourage transparency and clear communicationwith leadership, while appreciating working independently to generate results.

You know how to earn access to senior and executive decision makers and build lasting relationships atthat level. You understand that established growers move slow and steady for good reason, and you havethe patience, credibility, and commercial instinct to earn their trust while still driving measurable growthand meeting revenue targets and milestones. You are strategic enough to define which markets andchannels to pursue, and hands-on enough to go build them. You are energized by roughly 70 % travel andby the ambiguity of building something new.

Key Responsibilities

• Deliver against revenue targets for hardware and software respectively for each quarter and forthe fiscal year.
• Expand the customer base within and beyond our existing grower relationships by identifyingand winning new berry growers and companies across substrate and soil operations, bothdomestically and internationally.
• Enter new markets, by identifying target accounts and grower profiles where AROYA candemonstrate clear and differentiated value and working out the way into each one.
• Develop strategic account relationships with senior/executive decision makers, key growers,and agronomy communities, personally driving deals where no established pipeline yet exists,and guiding accounts from first conversation through adoption and expansion.
• Build and manage a pipeline of opportunities at various stages of development, maintaining atransparent and predictable view of where each opportunity stands and what is required toadvance it.
• Identify and initiate relationships with distributors and channel partners in target markets, assessing where a partner led route can accelerate AROYA's reach and laying the groundwork for a channel model in later growth stages.
• Feed market intelligence, customer needs, and channel feedback back to product, marketing,and leadership to shape the roadmap, pricing, and positioning.

Qualifications

• Seven (7) or more years of business development, strategic sales, or market developmentexperience, with direct grower, customer, and partner facing responsibility.
• Proven track record of taking products or solutions into early stage markets and growing theminto sustainable and scalable opportunities, including originating and closing strategic, long cycledeals where no established pipeline or brand recognition yet exists.
• Full professional proficiency in English and Spanish, both written and spoken.
• An established network across growers, distributors, or ag industry partners, and the credibility toopen doors at senior and executive levels within these organizations.
• Experience selling or deploying technical solutions, such as hardware, software, IoT, sensors, orprecision irrigation technology, into agricultural or other field based operations.
• Willing and able to travel up to 70 %, primarily across the United States and Mexico, with a validpassport and the ability to travel across the border without restriction.
• Bachelors degree in agriculture, agronomy, business, engineering, or a related field.

Preferred Skills & Experience

• Existing relationships within the major berry marketers or the broader berry supply chain.
• Experience in controlled environment agriculture (CEA), high value crops, or agronomy, andfamiliarity with substrate and soil growing systems.
• Understanding of precision irrigation, crop steering, or substrate and soil science, including EC,VWC, and water and nutrient management.
• Experience opening new international markets or managing cross border commercialrelationships in Latin America.
• Experience building or selling through distributors and channel partners in agriculture.
• Industry recognized certifications relevant to agriculture, agronomy, or commercial sales.

Addium Offered Benefits

• Comprehensive medical, dental, and vision insurance
• 401(k) with immediate enrollment and up to 4 % company match after your first year
• Paid Time Off, Paid Sick Leave, and 11 paid holidays
• Company paid life and disability insurance
• HSA with company contribution and FSA options
• A small, focused team that moves fast and gives you the room to actually build something

Addium, Inc. is an Equal Opportunity Employer. We are committed to creating an inclusive and diverseworkplace where all individuals are respected, valued, and supported. All qualified applicants areconsidered regardless of ethnicity, nationality, gender, veteran or disability status, religion, age, sexualorientation or gender identity, or other protected status.