Commodity Sales & Sourcing Manager - Produce

Job Overview

Responsible for the development and management of grower relationships. Execute conventional and organic fresh produce sales by identifying current and future commodity market conditions, negotiating customer pricing and orders, anticipating customer needs, managing sales margins, and expanding new customer base, while providing superior customer service.

• Responsible for meeting or exceeding established targets for sales, category growth, and gross margin within assigned commodity responsibilities.
• Monitor current and anticipated future market price ceilings and floors for all assigned commodities.
• Provide Sales, Replenishment, and Customers with information on product availability, quality, and market price promptly.
• Negotiate pricing on all needs within commodity responsibilities and manage supplier performance.
• Suggest substitutions to Sales, Replenishment, and Customers for unavailable or otherwise unacceptable products.
• Respond to customer inquiries and ensure that customer comments, problems, complaints, and requests are resolved and/or forwarded to an appropriate individual(s) in an appropriate and timely manner; elevate as necessary.
• Negotiate commodity programs with customers to secure long‑term sales.
• Negotiate credit requests and problem arrivals per policy; monitor history and report results.
• Facilitate customer meetings and presentations.
• Find and develop commodity sales opportunities by identifying market changes and establishing grower relationships to secure volume in collaboration with division replenishment and sales teams.
• Collaborate with business partners in the supply chain to establish sourcing forecasting and planning.
• Provide timely responses to grower questions and offer solutions to deal with problems.
• Facilitate grower settlement presentations and negotiate final grower returns.
• Continuous review and development of supplier relationships through regular communications and supplier visits.
• Communicate with suppliers to facilitate compliance requirements for supplier approval, organic certification, and food safety.
• Identify, qualify, and make phone solicitations to facilitate meetings with potential new suppliers and evaluate supply opportunities.
• Manage grower performance by ensuring suppliers clearly understand expectations and meet/exceed UNFI expectations for agreed‑upon volume, logistics scheduling, and quality.
• Collaborate with internal UNFI teams within Transportation, Replenishment, and Accounts Payable teams to ensure timely grower payments.
• Attend and actively participate in trade shows and execute follow‑up as needed.
• Collaborate with the Sales team in developing strategies and tactics to grow revenue.
• Review and understand technology trends and improvements within assigned commodity responsibilities to drive best‑in‑class alignments with key suppliers.
• Review and compile relevant industry data to understand trends and make category recommendations to drive performance.
• Collaborate with Replenishment and Transportation to move rejected products.
• Collaborate with the Grower settlement department to close open trouble and price‑after‑sale files.
• Conduct Grower visits regularly to identify best practices within the Grower network.
• Perform all duties and responsibilities by HACCP and Safe Quality Food (SQF) policies and procedures, as appropriate for location.
• Follow all policies and procedures outlined in the UNFI Recall Plan.
• Performs other duties as assigned.

• Associates degree in relevant field.

• 3 years minimum of produce sales, purchasing, and/or produce category management experience preferred; organic experience a plus.

• Ability to conceptualize markets and anticipate changes.
• Ability to effectively close sales.
• Capable of thriving in a dynamic, sales‑driven team environment.
• Able to develop and maintain effective, positive internal and external working relationships with a diverse group of individuals.
• Ability to be comfortable in a highly open, dynamic, and collaborative work environment.
• Reliable and highly motivated team player.
• Strong organizational skills with ability to…