Position Overview

Monco Produce is looking for a hands-on sales professional to help grow our business with retail and regional grocery customers. The successful candidate will be responsible for identifying and developing major new account opportunities, preparing professional customer proposals, building relationships with buyers and decision-makers, and managing account growth from prospecting through launch and ongoing development. The initial focus will be new business development. Over time, this person may also be responsible for selected major existing retail accounts. The ideal candidate is a strong sales hunter and account manager who understands fresh produce and who can combine relationship-building, commercial discipline, margin awareness, and cross-functional execution.

Key Responsibilities

New Account Development Identify, pursue, and open new strategic accounts Build and maintain a structured pipeline of target customers, including buyer contacts, account potential, next steps, and expected timing. Research prospective customers, understand their product mix and category needs, and develop tailored sales plans and proposals. Secure meetings with buyers, category managers, procurement teams, and other decision-makers. Coordinate product presentations, and follow-up activity to move opportunities through the sales cycle.

Key Account Management Manage and grow assigned key accounts by increasing sales dollars, margin dollars, product mix, category development, and overall account profitability. Develop account plans for major customers, including customer objectives, product opportunities, promotional ideas, service requirements, risks, and growth targets. Act as a professional point of contact for major customer relationships, including buyer communication, service issues, claims, pricing discussions, and account reviews. Ensure accounts are properly launched and serviced after initial approval, including vendor setup, customer portals, item setup, order flow, and ongoing communication.

Commercial Discipline, Pricing & Margin Grow sales while protecting gross margin and overall customer profitability. Prepare pricing recommendations based on cost, market conditions, freight, customer requirements, competitive activity, and margin targets. Review sales performance, margin trends, claims, deductions, credits, and account profitability with management. Support collection activity and accounts receivable follow-up where customer relationships or commercial context are required.

Internal Collaboration Collaborate closely with Sourcing, Production, Warehouse, Quality Control, Food Safety, Logistics, and Management to ensure customer commitments can be executed properly. Communicate customer requirements clearly to internal teams, including specifications, packaging, labeling, delivery windows, quality expectations, and promotional needs. Help resolve customer issues in a timely, professional manner while identifying root causes and preventing repeat problems.

Sales Team Support Provide guidance and coaching to existing sales team members as required. Help build stronger sales processes, follow-up discipline, account planning, and reporting routines. Contribute to a more proactive, accountable, and commercially disciplined sales culture.

Qualifications Minimum 5 years of progressive sales, business development, or key account management experience with industry experience in produce, fresh food, grocery or a closely related industry being an asset Proven ability to open new accounts and manage a strategic sales funnel from prospecting through launch and ongoing growth. Experience selling to or managing retail or wholesale commercial accounts strongly preferred. Strong understanding of customer challenges in produce, fresh food, or food distribution, including quality, service levels, pricing volatility, claims, deductions, and margin pressure. Demonstrated ability to prepare professional sales proposals and present effectively to decision-makers. Strong negotiation, relationship management, and commercial judgment. Ability to analyze account performance, margin, sales trends, product mix, and customer profitability. Strong organizational skills and ability to manage multiple priorities, opportunities, and customer follow-ups at the same time. Excellent written and verbal communication skills. Proficient with Microsoft Office, including Excel, Word, PowerPoint, and Outlook. CRM or sales pipeline management experience is an asset. Valid Ontario Class G driver’s licence and access to a personal vehicle for business use as required. Post-secondary education in business, marketing, food industry management, or a related field is preferred. Willingness to travel and participate in occasional customer meetings, trade shows, sales conferences, and business activities outside regular business hours.

Compensation & Benefits Competitive compensation package, including base salary and performance-based incentive opportunity. Uncapped commission or bonus structure may be considered for the right candidate. Extended health benefits. Opportunity to play a major role in the growth and development of Monco Produce’s business.

About Monco Produce Monco Produce is a growing produce importer and distributor serving retail customers. We specialize in fresh produce, including a broad range of fruits and vegetables, and are focused on building strong customer relationships through quality, service, and reliable execution.