Engagement Manager, Retail

Company Description

The International Fresh Produce Association (IFPA) is the largest global organization serving the fresh produce and floral supply chain. With a mission to unite the industry, IFPA drives innovation and collaboration to create a vibrant future for all its members. The association provides value through advocacy, connecting members, and offering actionable guidance to support industry prosperity. IFPA is dedicated to empowering businesses and professionals across the supply chain to succeed with confidence and purpose.

Position Responsibilities

Strategic Account Management and Growth (35%)

Manage assigned retail members, prospects, under-engaged retailers, and at-risk accounts.

Understand each retailer's strategy, business priorities, category structure, operating challenges, key functions, and relationship with IFPA.

Develop account plans identifying key executives and functional contacts, current value utilization, unmet needs, engagement opportunities, renewal risks, and expansion potential.

Support qualified prospect conversion, renewal, retention, at-risk recovery, and appropriate multi-year opportunities.

Identify missing retailers and relevant contacts within existing retail member companies.

Value Activations and Member Intelligence (30%)

Support the activation and validation of IFPA's Membership Value Proposition by identifying member needs, communicating value relevant to individual organizations, and providing intelligence that informs future value development.

Articulate IFPA's value in ways relevant to each retailer, market, function, and professional role.

Identify current IFPA value that retailers are not accessing and develop personalized activation plans.

Surface retailer needs and communicate them to the Director and relevant portfolio teams.

Help IFPA determine whether current programs and resources meet retailer needs or whether new or modified value should be considered.

Support retail issues forums as a mechanism for discovery, dialogue, value validation, and issue prioritization.

Communicate resulting IFPA actions, opportunities, or decisions back to retailer contacts.

Relationship Expansion, GPFS and Global Activation (20%)

Build relationships beyond produce buyers to relevant executives and functions such as sustainability, food safety, supply chain, health and nutrition, government affairs, marketing and innovation.

Support retail buyer recruitment, attendance, engagement, and relationship development at GPFS.

Embed retailers across appropriate IFPA portfolios, councils, committees, communities, and initiatives.

Coordinate with the Vice President of Global Growth & Engagement and country managers on multinational retailers and global business-connection opportunities.

Introduce United States-based retailers to relevant IFPA value, relationships, intelligence, advocacy, events, and supply-chain connections in other markets.

Data, Measurement and Value Realization (15%)

Maintain relationship maps, account plans, member intelligence, engagement gaps, opportunities, and risks in CRM.

Use segmentation, behavioral information, and account intelligence to personalize engagement.

Track relationship depth and repeat engagement across initiatives.

Document member outcomes, business connections, needs addressed, and evidence that IFPA is becoming more important to the retailer.

Knowledge, Skills & Abilities

5 years of experience in membership, strategic account management, customer success, relationship management, sales, business development, or a related field.

Demonstrated ability to build professional relationships, conduct consultative discovery, develop account plans, and manage pipelines or account portfolios.

Strong written, verbal, facilitation, presentation, and analytical communication skills.

Experience using CRM systems to maintain accurate account, relationship, engagement, and opportunity data.

Ability to synthesize member feedback into actionable intelligence and manage multiple priorities independently in a remote environment.

Knowledge of the fresh produce, floral, agriculture, food, or related industries preferred.

Ability to travel as required.

Measures for Success

Achievement of retail pipeline, conversion, renewal, retention, and at-risk recovery goals.

Increased and more meaningful retail buyer engagement at GPFS and other association programs and initiatives.

Increased contacts per retailer, executive relationships, functional relationships, and cross-portfolio engagement.

Increased retailer representation across IFPA portfolios and leadership opportunities.

Successful global business connections and coordinated engagement for multinational retailers.

Evidence that retailer intelligence influences IFPA priorities, programs, advocacy, intelligence, events, and member experiences.

Documented business outcomes and value realization for assigned retailers.

Complete and current account plans, accurate CRM records, and timely follow-up.

Improved retailer perception of IFPA's relevance, differentiation, and business importance.

Travel

Business-related travel required, primarily in the United States and Canada, with additional travel as needed for member engagement and recruitment activities on average 5-7 times per year.

Location

This is a remote position based within the United States.

*Salary will be determined at the time of offer and may vary based on factors including, but not limited to, the candidate’s relevant experience, education, qualifications, skills, and geographic location.