Senior Category Sales Manager - Tropicals

C.H. Robinson is seeking a Senior Category Sales Manager to lead the commercial strategy and growth of our tropical category. In this role, you will drive profitable sales growth by expanding existing customer partnerships, developing new business opportunities, and serving as the trusted expert on tropicals; limes, mangos, and avocados. You will leverage market intelligence, customer insights, and pricing strategy to identify opportunities, mitigate risks, and maximize category performance. Partnering closely with customers, sales teams, and Category Managers, you will align supply with demand while delivering innovative solutions that drive revenue and long-term success.

DUTIES AND RESPONSIBILITIES

The duties and responsibilities of this position consist of, but are not limited to, the following:

• Develop and execute the tropical category sales and commercial strategies that support growth and profitability objectives.

• Drive sales growth through expansion of existing customer business and development of new customer opportunities.

• Identify, pursue, and secure new business opportunities across existing and prospective retail, food service and wholesale accounts.

• Serve as the primary strategic commercial expert on domestic and import tropicals, and advisor for the category, providing market insights and recommendations to leadership, sales teams, and customers.

• Monitor tropical market conditions, production trends, supply availability, and customer demand to proactively identify opportunities and risks.

• Partner closely with Category Managers to align available supply with customer demand and maximize category performance.

• Lead the tropical category pricing strategy and influence promotional, contract, and customer-specific pricing and volume decisions to maximize category performance.

• Create customer-specific growth opportunities, tropical category commercial plans, and value-added solutions that support revenue and margin growth.

• Continuously analyze the tropical category performance, customer trends, market data, and financial results to recommend actions that improve profitability and commercial effectiveness.

• Develop and maintain strong customer relationships while serving as a trusted advisor on category trends, opportunities, and market conditions.

• Lead negotiations on strategic commercial tropical opportunities and customer growth initiatives.

• Mentor and share expertise with the tropical category team members and cross-functional partners to elevate category knowledge and commercial capabilities.

• Represent the company with customers and industry organizations and maintain awareness of emerging industry trends and best practices.

• Drive continuous improvement initiatives that enhance the tropical category performance, customer satisfaction, and business effectiveness.

• Other duties or responsibilities as assigned according to team and/or country-specific requirements.

QUALIFICATIONS

Required:

• Bachelor's Degree from an accredited college or university.

• Minimum 6-7 years of progressive industry experience specifically on domestic and import tropicals, including demonstrated expertise in import, export, domestic sales, category management, with a strong focus on commercial tropical strategy development.

• Proven success driving profitable tropical sales growth through both existing account development and new business acquisition in retail and food service.

• Demonstrated expertise in tropical category management, sales strategy, customer development, market analysis, pricing strategy, and commercial negotiations.

• Proven ability to influence business decisions and achieve results through collaboration with customers, Category Managers, sales teams, and cross-functional partners.

• Strong understanding of domestic and global tropical markets, customer requirements, supply dynamics, and industry trends.

• Ability to travel up to 10% (domestically and internationally).

Preferred:

• Recognized in the US industry as a category and produce expert.

• Ability to work both independently and in a team environment.

• Strong team player who thrives in a collaborative environment.

• Excellent relationship-building skills with customers and internal teams.

• Strong written and verbal communication skills.

• Skilled negotiator with customers and commercial partners.

• Great attitude, with a desire to contribute, learn, and grow professionally.

• Strong analytical and problem-solving skills; ability to make data-driven decisions.

• Ability to work under pressure and in a fast-paced environment, sometimes outside normal business hours.

• Attention to detail with high standards for work and a customer service mindset.

• Values a diverse and inclusive work environment.

• Ability to work under pressure and in a fast-paced environment, sometimes out of normal business hours.

• Attention to detail with high standards for work; a customer service mindset

• Values a diverse and inclusive work environment

Disclaimer:

This job description is intended to generally describe the nature and level of work to be performed by employees in this position.  It is not intended to be construed as an exhaustive list of all responsibilities and skills required of employees performing this role.

We will review applications for this role on an ongoing basis and encourage all interested candidates to apply at their earliest convenience.

Compensation Range

$84,760.00 - $182,560.00

The base pay range displayed on the job posting reflects the minimum and maximum base pay for this specific location.  Your individual base pay within this range is determined by job-related skills, experience, and relevant education or training. Compensation details listed in this posting reflect the base pay only and do not include additional variable compensation.

Questioning if you meet the mark? Studies have shown that some individuals may be less likely to apply unless they match the job description exactly. Here at C.H. Robinson, we’re building an inclusive workplace where all employees feel they belong. If this position excites you, we welcome you to apply whether you check all the preferred qualifications or just a few. You may just be our next great fit!

Equal Opportunity

C.H. Robinson is proud to be an Equal Opportunity Employer. We are committed to a workplace and performance culture that reflects the strengths of our worldwide marketplace. We value unique experiences and diverse backgrounds of our people within our company, our business relationships, and our communities. We’re committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.

EOE\Disabled\Veteran 

Benefits

Your Health, Wealth and Self

Your total wellbeing is the foundation of our business, and our benefits support your financial, family and personal goals. We provide the top-tier benefits that matter to you most, including:

• Three medical plans which include

• • Prescription drug coverage

  • Enhanced Fertility benefits

• Flexible Spending Accounts

• Health Savings Account (including employer contribution)

• Dental and Vision

• Basic and Supplemental Life Insurance

• Short-Term and Long-Term Disability

• Paid observed holidays

• 2 paid floating holidays for U.S. hourly employees

• Flexible Time Off (FTO) offered to U.S. salaried employees — no accruals and no caps. Paid Time Off (PTO) offered to all other employees in the U.S. and Canada

• Paid parental leave

• Paid time off to volunteer in your community

• Charitable Giving Match Program

• 401(k) with 6% company matching

• Employee Stock Purchase Plan

• Plus a broad range of career development, networking, and team-building opportunities

Learn more about our benefit offerings on our BENEFITS & WELLBEING page