Distribution Channel Manager – North America

AgroFresh; United States; Remote; USD 110,000 - 130,000; Full time

Job summary

AgroFresh is seeking a Distribution Channel Manager for North America to enhance sales through strategic management of distributor relationships and channel strategies. This mid-senior level position requires a strong background in agriculture sales and effective stakeholder engagement to drive business goals.

Benefits

Competitive compensation and benefits packages

Opportunities for career advancement

Qualifications

• 8+ years of experience in building and maintaining strong channel relationships.
• High ability to influence and impact key stakeholders.
• Ability to travel 30%-40%.

Responsibilities

• Manage business relationships with distribution channel partners.
• Lead strategic review and mapping of channel partners.
• Drive demand generation efforts in the region.

Skills

Relationship Building

Strategic Thinking

Negotiation

Sales Strategy

Data Analytics

Education

Bachelor's degree in business management, Agronomy, or related fields

Tools

CRM Software

Excel

PowerPoint

Job description

Distribution Channel Manager – North America

Join to apply for the Distribution Channel Manager – North America role at AgroFresh

Distribution Channel Manager – North America

1 day ago Be among the first 25 applicants

Join to apply for the Distribution Channel Manager – North America role at AgroFresh

Get AI-powered advice on this job and more exclusive features.

About AgroFresh

Imagine a world with less food waste and stronger, more sustainable produce businesses. Where consumers everywhere have even more abundant and delicious produce options. This is our singular focus at AgroFresh and what inspires our colleagues every day.

Remote

About AgroFresh

Imagine a world with less food waste and stronger, more sustainable produce businesses. Where consumers everywhere have even more abundant and delicious produce options. This is our singular focus at AgroFresh and what inspires our colleagues every day.

AgroFresh is an AgTech innovator and global leader with a mission to prevent food loss/waste and conserve the planet’s resources by providing a range of science-based solutions, digital technologies, and high-touch customer services. In a world fraught with climate change and shrinking natural resources, we partner with growers, packers, and retailers bringing solutions across the food supply chain to enhance the quality and extend the shelf life of fresh produce. The AgroFresh organization has 40 years of post-harvest experience across a broad range of crops, including pome fruit (apples/pears), citrus, avocados, and mangoes – and we continue to expand into new countries and crops and pre-harvest.

What The Role Delivers

We are currently seeking a Distribution Channel Manager (DCM) for North America (USA/CAN) to develop and manage relationships with key distributors, Ag retail and strategic partners to develop and implement channel strategies that enhance sales for AgroFresh’s line of Near-Harvest and Post-Harvest solutions. The DCM will complete a strategic review of key channel partners to establish recommendations on which products go direct vs indirect. The DCM will also develop a holistic understanding of strengths and gaps within existing channel partners, make recommendations to improve coverage and services and onboard new channel partners, as needed.

The DCM will also act as relationship manager to our channel partners. Your goal will be to connect AgroFresh’s product introductions and sales plan with the targeted end-customer footprint across NAR, developing the best channel partners and program strategies to accelerate product adoption and reach, sales growth and enhance customer satisfaction. Success in this role requires a strong combination of good relationship-building skills, strategic thinking and planning, and a proactive approach to key account management.

This role reports directly to the Commercial Business Director for the Region and contributes to the Commercial and Regional Cross Functional Leadership Teams.

Key Responsibilities

Manage business relationships with selected distribution channel partners and negotiate business agreements and programs with the goal of rapidly driving sales and profitable growth.

• Lead the strategic review and mapping of channel partners
• Understand, assess and recommend the optimal channel strategy for various AgroFresh products
• Drive demand generation efforts in the region to grow AgroFresh business (including identifying new channel partners, cross-sell opportunities, and strategies for increasing end-customer base).
• Work closely with Marketing, Commercial and technical (R&D) teams to create winning strategies and tactics for partner accounts.
• Build strong relationships with accounts to ensure that AgroFresh is positioned as a preferred supplier.
• Lead and execute the processes for channel partner onboarding and performance reviews.
• Coordinate technical expertise transfer between AgroFresh SMEs and channel sales organization to provide product expertise and training to support sales to end customers.
• Ensures customer satisfaction by serving as the main point of contact, engaging in regular check-ins, responding to all inquiries and driving issue resolution.
• Monitor and analyze account performance metrics, ensuring achievement of growth and profitability goals
• Collaborate with channel headquarter and divisions to design and implement efficient and effective sales and incentive schemes / channel programs.
• Own and drive Digital enablement tools for channel for targeted objectives and enhanced customer experience.
• Drive and leverage data analytics for superior business value addition.
• Lead regular channel performance monitoring, updates, market intelligence / insights
• Serve on internal leadership and strategy teams to contribute to the future strategies of the business.
  
  

Who To Work With

Primary internal and external stakeholders

• Work coordinately with regional commercial organization to ensure success of channel strategy as part of the overall regional sales objectives. Work directly with Territory Managers in region to ensure adequate execution with channel partner branches on each Territory
• Work with AgroFresh regional support areas - Marketing, Operations, Finance (Global Pricing, Accounting, Credit) and Human Capital – as needed to support development and seamless execution of channel strategies.
• Engage with Ag Distributors, Ag Retailers and/or Large Agricultural conglomerates to maximize reach of AgroFresh Near-Harvest and Post-Harvest products within the region.
  
  

How We Work

AgroFresh core competencies

• Accountability for Results
• Mindset for Growth
• Customer Centricity
• One AgroFresh team
  
  

What The Job Requires

• Bachelor's degree in business management, Agronomy, Crop Science, Agriculture, or other Ag science related fields.
• 8+ years of experience in building and maintaining strong channel relationships;
• High ability to influence and impact key stakeholders and their sales teams
• Ability to travel, dependent on location (estimated 30%-40%)
• Must have a valid driver’s license with a clean driving record
  
  

What To Have Done And Know How To Do

These skills and experiences are highly desirable; however, they do not preclude exceptions based on an individual’s performance history and demonstrated potential.

• Prior work in technical agriculture sales with crop protection distributors or retailers is highly preferred
• Thorough knowledge and understanding of sales and marketing principles in the Crop Protection / Crop Input market, or the ability to quickly learn about the market.
• Good understanding of crop protection distribution models, and levers for Channel Excellence
• Proven track record of successful portfolio management under distribution, enabling the right reach, penetration and portfolio selling objectives
• Lead and collaborate to design and drive channel strategy, aligned to company sales and strategic objectives.
• Demonstrated skills in influencing, persuasion, and negotiation
• Key stakeholder management, influencing across functional and divisional boundaries.
• Ability to lead project teams effectively and efficiently
• Strong team player with the skills of building strong, long-term relationships
• Proficiency in Excel, Word, and PowerPoint. Prior experience with a CRM preferred
  
  

Why Work Here

• We work every day to improve the quantity and quality of fresh produce and reduce food waste – that is important to every person on the planet!
• We have a rich history and are known for our quality products.
• We have an enterprising spirit and are looking for like-minded problem-solvers to help us accomplish our goals.
• We focus on the Critical Few priorities that are important for us and our customers and then hold ourselves accountable to deliver.
• We are growing and transforming – both our business and the industry.
• We are committed to developing our colleagues and helping you advance in your career.
• We offer competitive compensation and benefits packages.
  
  

Local Details

• Pay: The pay range for this position $110,000 to $130,000 USD. AgroFresh takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.
• Bonus: This position is bonus eligible
• Candidate will ideally be based in the Pacific Northwest, California or Southeast near a major airport hub

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Strategy/Planning and Information Technology

Referrals increase your chances of interviewing at AgroFresh by 2x

Get notified about new Distribution Channel Manager jobs in United States.

United States $100,000.00-$140,000.00 1 week ago

Senior Manager Channels Commercial Distribution

Channel Partner Manager | Global Systems Integrator

United States $185,000.00-$300,000.00 1 week ago

United States $70,000.00-$95,000.00 1 week ago

Partner Channel Manager – Reseller (Cybersecurity)

Business Development Manager, Independent Professional Distributor Channel

United States $125,000.00-$150,000.00 2 weeks ago

Manager of Channel Strategy (Remote Available)

National Account Manager - MRO & Distribution

Channel Manager - Tampa & St. Petersburg

Florida, United States $70,000.00-$80,000.00 2 days ago

United States $69,000.00-$132,500.00 3 weeks ago

Business Development Manager, Dealer Channel

1ST PHORM KEY ACCOUNT MANAGER Vending & Food Service

Missouri, United States $80,000.00-$100,000.00 1 month ago

Customer Success Manager, Mid-Market and Key Accounts

United States $80,000.00-$150,000.00 1 day ago

New Jersey, United States $70,000.00-$80,000.00 1 month ago

Key Account Manager (Fitness influencer coach)

California Brand Managers - Sales Reps- Key Accounts

Greater Great Falls, MT Area $54,300.00-$117,400.00 23 hours ago

Home, KS $54,300.00-$117,400.00 23 hours ago

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.