Commercial Manager (Fresh Produce)

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Job Title: Commercial Manager

Reports to: Business Unit Director

The Commercial Manager participates in the creation of the business strategy to attract new and profitable business opportunities. Working towards profitable sales growth through development of multiple-level, long-term relationships with customers; growing and maintaining an ongoing sales channel for new business opportunities. Researches and understands prospective target markets, including company, contacts and which strategies can be used to best attract clients; builds and maintains positive relationships with prospective customers, identifying opportunities and then securing revenue against targets. Works with senior decision-makers within new customer organisations, taking a long term strategic approach for the supply of services.  Maximises networking opportunities and regularly uses events and trade shows to increase awareness and develop a further network of contacts.

Key accountabilities and decision ownership:

  • Creates, implements and delivers the customer long term strategy, across a number of product areas, existing and new, whilst maintaining a consistent brand approach.
  • Develops new business relationships, building contacts and networking with other industry professionals, including sustaining effective relationships with existing clients, suppliers and competitors – maintaining an effective source of market intelligence and issues that may affect future new business opportunities.
  • Links customer strategy through pro-active collaboration with Operational, Technical and Commercial Teams.
  • Liaises, coordinates and maintain excellent working relationships with all relevant internal departments to ensure correct information is incorporated within the design and delivery of communications, including presentations to help attract new business partners.
  • Arranges and coordinates customer meetings and visits effectively by being focused, influential, confident and motivated.
  • Acts as lead for promoting, advancing, developing and managing the customer relationship in order to maintain sales, elevate growth, uphold the supplier reputation and deliver on service level agreements, budget and rebate rates.
  • Promotes various services of the business, including breakthrough products and services, cost reductions and technology assessments.
  • Champion the clients services through all marketing channels ensuring brand integrity and position is maintained and enhanced at all times wherever possible.
  • Maintains and delivers each area of the Customer Excellence strategy.
  • Identifies opportunities. Researches, analyses, develops, plans and provides points of difference to existing & new product development via promotions, packaging, varieties and seasonal availability.
  • Communicates effectively and project manage until the point of implementation.
  • Lead and support the development of key stakeholders, promoting an awareness of customer service excellence.
  • Effective internal networking, selling the capability of the company to maximise sales opportunities.
  • Has an awareness of and utilises knowledge of competitor strategy and market focus to gain business advantage.
  • Negotiates and agrees customer prices to maintain and increase profit margins whilst guarding against losses, adhering to customer requirements.
  • Takes ownership of profit and loss reporting and accurate monthly and weekly forecasting against budgeted plans.
  • Complies with all relevant Company policies and procedures, including but not limited to Health, Safety & Wellbeing Policy, Equal Opportunities, Diversity & Dignity at Work Policy and Hygiene Policy

Skills, know-how and experience:

Must have:

  • Educated to degree level or equivalent
  • Excellent communication and interpersonal skills; time management; self-motivation and excellent organisation are also essential qualities
  • Ability to construct professional PowerPoint presentations, utilise MS Word documents and Excel spreadsheets at an advanced level.
  • Proven sales experience with experience in a senior relationship management role.
  • Excellent negotiation skills, the ability to plan strategically.
  • A driven and proactive personality, able to hold others accountable.
  • A confident networker, who takes a collaborative approach and delivers results through people.
  • Experience of working in the fresh produce industry.

Key performance indicators

  • Maintain up-to-date commercial information for each product area across all departments
  • Client relationship management and account growth
  • New Business Development
  • Delivery of performance against agreed strategic goals

Key stakeholders:

Commercial Team, Head of Supply Chain, Supply Chain Team, Technical & QA Teams, Senior Commercial Finance Analyst & Team,  Warehouse, Production and Ripening Teams.

Please contact Frank or Georgina on +44 (0) 7734 861 080 or +44 (0) 1273 720 599 to discuss the role and your experience. Or if you feel you have the above experience, please send over a CV to (*not or com) and we will get back to you with some feedback and more information about the role and the company.


Commercial Account Manager – Roses

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Our client is one of Kenya’s leading growers and exporters of fresh produce and flowers and with an enduring reputation for quality. As a result of continued growth they are looking to recruit a Sales Professional to join their lively Fresh Produce and Floriculture (export) Team based in Nairobi .

Their ideal candidate, will be someone who has a good knowledge of the UK and/or European retailers. Experience within the cut flower and / or fresh produce industry, either within the UK or Europe is essential.

They have grown in the Floraculture industry over the last decade and therefore are keen to develop this Industry with someone who has a background in Flowers, ideally Roses -Sales and Account Management.

This is an exciting opportunity to sell into International markets where your knowledge of the Flower Supply Chain, Category Management, NPD, strategy building and negotiation skills will be in full demand.

It is expected you will have extensive fresh produce experience which may include one or more of the following areas ; Trading, Procurement, Sales (Retail and Non Retail), Commercial, International customer base.

The day to day role of the Commercial Account Manager will include:-

Account Management :- Manage and develop relationships with key customers to ensure the business develop successfully and sustainably

You will have full P&L responsibility for key accounts as well as developing new business opportunities

Forecasting :- You would generate and own the programing / forecasting for your customers. You will work closely with the farms, production, packing, technical and operations to ensure full customer specification and supply.

Commercial Strategy :- Contribute to company strategy and budget planning ensuring your customers category is fully serviced ( range, promotions, NPD, and Marketing)

Customer Insight :- Develop a deep understand of your customer and their markets. Use category tools (data systems and sources) to take the lead on customer strategy and product planning .

The successful candidate would have the following experience:-

  • You will have extensive knowledge of the fresh produce and or Horticulture / Floriculture supply chain and a deep understanding of an international customer base.
  • You will be a passionate, proactive , confidential sales professional with a proven track record in Fresh Produce Sales
  • Experience within the cut flower and / or fresh produce industry, either within the UK or Europe is essential.
  • Current Buying / Selling experience
  • Knowledge of the UK / EU Market is advantageous
  • Great rapport building and communication skills
  • Ability to use data systems to support your account manager
  • Confirmed Team player
  • Ideally experience in a Flowers category
  • Experience working in a fast paced chilled chain environment

This successful international company will offer real learning and growth potential.

The company will provide an apartment in an upscale part of Nairobi

Please contact Frank or Georgina +44 (0) 7734 861 080 or +44 (0) 1273 720 599 to discuss the role and your experience. Or if you feel you have the above experience, please send over a CV to (*not or com) and we will get back to you with some feedback and more information about the role and the company.

Commercial Manager

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Our client is an International Fresh Produce Trading company with bases in several locations in UK and Europe.Through recent expansion and growth the UK Business they are now looking for a Commercial Manager / Trader to be based in Spain, buying and selling to customers in the UK market (mainly non-retail).

You would be part of this Unit and work closely to achieve the objectives, strategy and day to day tactics.

You would be responsible for the UK companies interests in Spain with their current suppliers, with regular customer and supplier/grower visits.


Please apply if you have the following experience:

  • Minimum of 3 years’ experience in the Fresh Produce sector with a good network and customer base.
  • You would be a highly skilled sales person with a business development mind.
  • Proficient and proven Sales and Commercial skills such as selling and buying in the Industry
  • Good social and interpersonal skills.
  • The ability to work independently and in a team
  • Knowledge of MS Office (Word, Excel and PowerPoint)
  • Ideally, you would come with a portfolio of customers and products and then receive the full company backing to grow this alongside existing business.
  • Languages English essential, Spanish desirable
  • Current sales experience in the UK Market, ideally both Retail and non-Retail
  • Supplier portfolio / Customer portfolio



This is an exciting role with a wide remit on procurement and sales, plenty of scope to explore new possibilities with an active hands on management team.

Please contact Frank Kinsella on +44 (0) 7734 861 080 or +44 (0) 1273 720 599 to discuss the role and your experience. Or if you feel you have the above experience, please send over a CV to (*not or com) and we will get back to you with some feedback and more information about the role and the company.