Account Manager

Gruppo Orsero · Remote · US

Base: $140K–$170K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Gruppo Orsero's careers page

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The job

What you'd do: Look after and grow your key accounts with grocery chains, wholesalers and food service businesses in the Southeast and on the West Coast. Business Development helps you win new customers, and you travel often to visit them.
Who you'd sell to: Chain retail, wholesale and foodservice buyers, category managers · Retail, wholesale and foodserviceIn their words: “building trust with buyers and category managers”
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 6 days.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Gruppo Orsero? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Hi #TruccoPeople! Trucco is a family-owned importer and nationwide distributor of fresh produce, dried fruits and nuts. Founded in 1937 and headquartered at the Hunts Point Terminal Market (Bronx, NY), we operate a 200,000 sq. ft. distribution center in Vineland, NJ. Our programs include kiwifruit, citrus, grapes, chestnuts and more, sourced worldwide for year-round supply. Trucco is part of Orsero Group, one of Europe's leading fresh produce distributors. As we expand in the Southeast and on the West Coast, we are looking for an Account Manager to own and grow our key customer relationships in these regions. You will be the strategic lead for your accounts, supported by two dedicated Account Coordinators who manage day-to-day orders, so you can focus on relationships, pricing and growth. What you'll do - Own the relationship. Act as the strategic lead for your key accounts, building trust with buyers and category managers. Step in on escalations, key decisions and anything that affects long-term account growth. - Pricing & bids. Build customer pricing based on market conditions and margin targets, and prepare RFP/RFQ responses together with procurement and leadership. - Crop updates. Keep customers informed on origin transitions, volumes, sizing, quality and timing so they can plan promotions and programs. - Be in front of customers. Travel regularly to visit customers, lead meetings, represent Trucco at trade shows and run seasonal business reviews. - Set and hit goals. Define volume, revenue and margin goals for each account in line with company sales targets, and track and report progress. - Grow the business. Partner with Business Development to qualify and close new opportunities, turn new wins into long-term accounts, and share market and competitor insights with the team. Requirements Required Qualifications - 5+ years of account management or sales experience in fresh produce. - Key account experience with chain retail, wholesale, or foodservice customers in the Southeast and/or on the West Coast. - Hands-on experience with produce pricing and RFP/RFQ responses. - Strong knowledge of fresh produce seasonality, crop cycles, and how supply affects pricing. - Proven experience negotiating with customers or buyers. - Proficiency with Excel. - Willingness to travel frequently, including overnight trips. Preferred Qualifications - Experience with imported fruit. - Familiarity with PACA and cold-chain operations. - Existing relationships with chain retail, wholesale, or foodservice customers in the Southeast and/or on the West Coast. Benefits - Base salary of $140,000 – $170,000 per year, plus an incentive tied to account goals; - Health, dental and vision insurance; - 401(k); - Paid time off; - Travel expense reimbursement; - The stability of a family-owned company with nearly 90 years in produce, backed by an international group. Trucco, Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.

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