Business Development Account Management

ABOUT DECCO POSTHARVEST:
DECCO, an ADVANTA company, is the global leader in providing postharvest solutions to reduce food waste and enhance the freshness of fresh fruits and vegetables all along the food supply chain. DECCO delivers value every day to packers, shippers, supermarkets and consumers with customized coating, decay control, sanitization and disinfection products, application technology, on-site service and almost 90 years of postharvest expertise. Our 200+ dedicated DECCO employees operate in over 40 countries.

Our purpose is to enable more and better Fresh Food for the world. More. Beautiful. Fresh

ROLE PURPOSE:
The Business Development & Account Management role is responsible for driving revenue growth through strategic customer acquisition, account management, and solution-based selling. This role focuses on direct and indirect clients, supporting the full lifecycle of equipment solutions, including fabrication, installation, repair and maintenance—while acting as a trusted advisor through informed product recommendations and technical collaboration.

KEY RESPONSIBILITIES:
Sales & Business Development
• Identify, develop, and close new commercial sales opportunities within assigned markets and territories
• Grow existing accounts by expanding share of wallet through value-added solutions and long-term service agreements
• Develop and execute sales strategies aligned with company targets for revenue, margin, and growth
• Prepare quotations, proposals, and contracts for equipment fabrication, installation, and service offerings
Account Management & Customer Relationships
• Serve as the primary point of contact for commercial accounts, ensuring high levels of customer satisfaction
• Build strong, long-term relationships with decision-makers, engineers, and operations personnel
• Conduct regular business reviews with customers to assess performance, future needs, and opportunities
Service Support
• Support customers through equipment design, fabrication, installation, and commissioning phases
• Ensure alignment between customer expectations and delivered solutions in terms of quality, timeline, and cost
• Promote repair, maintenance, retrofit, and service solutions to extend equipment lifecycle and performance
Reporting & Internal Collaboration
• Maintain accurate sales forecasts, customer records, and activity reports in CRM systems
• Work cross-functionally with operations, engineering, service, and supply chain teams to deliver seamless customer solutions
• Provide market intelligence and customer feedback to support product and service improvements

QUALIFICATIONS & EXPERIENCE
• Degree in Business, Marketing, Engineering, or a related field OR 5+ years of experience in commercial sales, account management, and/or new business development
• Preferred experience within agriculture industry and postharvest specific markets
• Building and sustaining long-term client relationships at multiple organizational levels
• Excellent communication, negotiation, and relationship-building skills

Preferred Skills & Competencies
• Technical aptitude with the ability to understand engineered products and customer applications
• Skilled in fabricating & installing equipment, repairing & maintaining equipment, and operating application and chemical dosing equipment
• Electrical, digital skills, and refrigeration a plus
• Solution-oriented mindset with consultative selling approach
• Comfortable working in a fast-paced, results-driven environment
• Willingness to travel to customer sites as required

Responsibilities:
• Number of direct reports – 0
• Number of indirect reports - 0
• Budget responsibilities – Yes. Revenue/Margin budgets will be established

Travel: Primarily day travel within Michigan region. Occasional overnight travel to other regions to support customers and to attend company meetings, amount TBD
Location: Michigan (Apple growing regions)

KEY COMPETENCIES:
BEING RESILIENT – Ability to manage crises and volatile situation effectively. Should be able remain objective and calm and show positive attitude & strong judgement when faced with adversity
CUSTOMER FOCUS – Ability to building strong customer relationships and delivering customer-centric solutions
RESULTS ORIENTAITON – Consistently achieving results, even under tough circumstances. Demonstrates a sense of urgency to meet goals. Pushes the team forward with positive energy for goal accomplishment.