Commercial Manager (Eastcoast & Canada)

About DECCO:

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:

Leads commercial strategy by delivering financial targets for given territory, developing new business opportunities, execution of commercial initiatives, and ensuring field operational effectiveness. This role combines customer-facing leadership with analytical and pricing expertise to deliver profitable growth, strengthen customer relationships, and improve commercial performance.

Key Responsibilities:

Account Management

• Manage and grow a portfolio of customer accounts with a focus on revenue, retention, and profitability
• Own sales planning and target achievement
• Act as the primary commercial point of contact, coordinating across sales, service, supply chain, and operations
• Lead commercial negotiations including pricing, terms, renewals, and expansion opportunities
• Develop and execute account plans aligned with growth and commercial objectives

Business Development

• Identify, evaluate, and close new business opportunities across target markets and customer segments.
• Develop and execute growth strategies to expand market presence and customer base
• Build and maintain strong relationships with prospective customers and strategic partners
• Support go-to-market initiatives, bids, and proposals with sound commercial and financial rationale

Commercial Initiatives & Pricing

• Design, implement, and manage pricing programs to support competitive positioning and margin goals
• Support deal structuring, proposals, and commercial approvals using pricing and financial analysis
• Conduct market, customer, and competitive analysis to inform pricing and commercial strategies
• Partner with internal partners to align pricing, value propositions, and commercial execution

Commercial Operations Performance

• Ensure operational readiness to support growth initiatives and new business models
• Manage deliverables from support personnel such as Applicators, Service Techs, and Technical Advisors to ensure product performance and customer satisfaction

EDUCATION, Qualifications, & EXperience:

• Bachelor’s degree in Business, Agriculture, Marketing, or related field
• 5+ years of experience in business development, account management, or commercial roles
• Strong analytical and financial skills, including pricing and profitability analysis
• Experience working cross-functionally in a matrixed environment
• Advanced Excel and analytics capabilities preferred
• Must have valid drivers license and willing to travel overnight as required

KEY SKILLS & COMPETENCIES:

• Commercial and growth-oriented mindset
• Strong negotiation and relationship management skills
• Strategic thinking with execution focus
• Clear and effective communication

Location: East Coast with focus on Northeast: Michigan, Pennsylvania, New York, Virgina, Carolinas, and similar.

Travel: As required to properly handle commercial activities on East Coast as outlined above

Responsibilities:

• Number of direct reports – TBD
• Number of indirect reports - 0

• Budget responsibilities – Will be outlined on Personal Goals

KEY COMPETENCIES:

CULTIVATES INNOVATION - Thinks creatively and implements solutions for everyday problems; Strives to continually improve own processes and areas of business; Puts forward proposals and develops strategic implementation plans to introduce new and improved ways of operating.

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. 

STRATEGIC MINDSET - Seeing ahead to future possibilities and translating them to breakthrough strategy