Mass Market Sales Representative

Kendall Farms LP; Fallbrook (CA); On-site; USD 85,000 - 110,000; Full time

Benefits offered by this job

Medical insurance

401(k) with employer match

Paid time off and holidays

Job summary

Kendall Farms LP is seeking a Mass Market Sales Representative in California to drive growth in the mass market channel by prospecting new customers, expanding existing accounts, and ensuring the highest level of customer satisfaction.

You will build long-term partnerships, present programs, oversee orders, and collaborate with internal teams to meet revenue objectives. Travel about 20% is required, with a competitive base salary plus commission and comprehensive benefits.

Qualifications

• Minimum 5 years of sales experience in the cut flower, floral, or perishable goods industry.
• Proven track record of growing key accounts and exceeding sales targets.
• Strong relationships with major retailers, grocery chains, or mass market accounts.

Responsibilities

• Identify and qualify new mass market accounts.
• Manage and grow existing relationships with proactive account service, order facilitation, and timely solutions.
• Monitor customer purchasing cycles and present programs, promotions, and new product opportunities.
• Serve as the primary liaison between customers and internal departments, ensuring seamless communication and order execution.
• Represent the company at trade shows and customer events.
• Contribute to achieving and exceeding sales targets through consistent prospecting, upselling, and cross-selling.

Skills

Sales experience

Account management

Negotiation

Communication

Education

Bachelor’s degree

Job description

The Mass Market Sales Representative is responsible for driving growth in the mass market channel by prospecting new customers, expanding existing accounts, and ensuring the highest level of customer satisfaction. This role focuses on developing long-term partnerships, increasing sales volume and transaction size, and supporting the company’s overall revenue objectives

Key Responsibilities:

• Identify and qualify new accounts within the mass market channel.
• Manage and grow existing customer relationships by providing proactive account service, order facilitation, and timely solutions.
• Monitor customer purchasing cycles and present programs, promotions, and new product opportunities.
• Serve as the primary liaison between customers and internal departments, ensuring seamless communication and order execution.
• Represent the company at trade shows and customer events.
• Contribute to achieving and exceeding sales targets through consistent prospecting, upselling, and cross-selling.
• Customer Acquisition & Prospecting
• Develop and execute a new business customer focus plan.
• Prospect daily through calls, referrals, events, and trade shows.
• Qualify and prioritize prospects based on potential fit and revenue.
• Prepare proposals, pricing programs, and presentations tailored to customer needs.
• Support customer onboarding, including vendor set-up and credit applications.

Account Management & Growth

• Create annual sales forecasts by customer and territory.
• Facilitate order entry and proactively manage prebooks, estimates, and replenishment cycles.
• Ensure accurate set-up of new items, SKUs, and vendor forms through customer systems.
• Conduct regular business reviews to track performance and introduce new programs.
• Monitor product quality, delivery, and satisfaction; address issues promptly and effectively.
• Increase sales dollars per customer year-over-year and transaction size month-over-month.
• Provide internal teams with customer forecasts, product needs, and order details.
• Communicate shortages, changes, ship dates, and credits quickly and accurately.
• Ensure accurate processing of credits and RMAs while minimizing financial exposure.
• Collaborate with accounting on collections and customer creditworthiness.
• Update customer portals, EDI systems, or iTrade platforms as required.

Industry Engagement

• Stay informed on mass market and floral industry trends.
• Share insights and knowledge with customers to strengthen partnerships.
• Attend trade shows, trial gardens, and farm visits to promote new products and build relationships.

Qualifications:

• Minimum 5 years of sales experience in the cut flower, floral, or perishable goods industry.
• Proven track record of growing key accounts and exceeding sales targets.
• Strong relationships with major retailers, grocery chains, or mass market accounts.
• Excellent negotiation, presentation, and communication skills.
• Highly organized with the ability to manage multiple accounts and deadlines.
• Bachelor’s degree preferred but not required if experience is substantial.
• Willingness to travel as needed (approximately 20%).
• Competitive base salary + commission
• Medical insurance
• 401(k) with employer match
• Paid time off and holidays
• A chance to work with a passionate team in a growing, innovative company