Business Development Manager (Aroya)

Business Development Manager, Berries and High Value CEA
Department: Revenue Operations
Location: Watsonville, CA or Oxnard, CA (field based; up to 70 % travel)
Compensation: Salary + Commission + MBO | Base $150k to $180k | OTE $220k to $250k

Applicants must be legally authorized to work in the United States. Addium, Inc. does not sponsor employment visas now or in the future. 

About Addium
Addium has offered the premier crop steering and substrate monitoring system, AROYA, for the past seven (7) years. Through its wireless mesh network and state of the art sensor technology, AROYA has helped thousands of high value crop growers to improve yields, optimize quality, and save on cost. Not only does the system allow for close to continuous monitoring of the conditions the plants are in, but through seamless integrations with third party irrigation controllers, growers are able to control, optimize and execute their irrigation strategy with confidence and ease. Over the past three (3) years, Addium has entered the berry market and proven the value the platform has to offer working closely with growers affiliated with one of the world's largest berry marketers in the United States and Mexico. Now it's time for the next phase of growth and to expand the team with an experienced business developer.

Position Summary
Addium is looking to hire an experienced and well-connected Business Development Manager (BD) to contribute significantly to the AROYA business development for various high value crops, initially continuing to develop the berry market. The main objective for the BD is to deliver on and achieve the revenue plan and targets. To do so, they will identify and initiate relationships with new and existing markets and key accounts and work at senior/executive levels within these accounts. They will pursue and build strategic account relationships with decision makers and key entities with clear plans for how to successfully win, understanding that these markets move slowly and require perseverance.

The mandate and expectations on the BD are to scale AROYA several times its current CEA footprint over next three (3) years. Through a proactive and driven approach, the successful performance and deliverables of the BD will lay the foundation for future growth stages where local account management, distribution and operational excellence will be areas of focus.

The compensation for this position will be a combination of base salary, commission, and MBO. The BD will carry clear performance goals, including revenue targets and strategic milestones such as the successful entry into new markets.

Ideal Candidate
You are an experienced English and Spanish bilingual Business Development Manager who has done this kind of work before: taking a technical product into a traditional, slow to adopt agricultural market and building the customer base and channel network to scale it. You arrive with an existing network of relationships across growers, distributors, and ag industry partners, and you know how to open doors that take others years to reach. You are driven and trustworthy, and you can develop short and long term plans to systematically go about developing the market. You encourage transparency and clear communication with leadership, while appreciating working independently to generate results.

You know how to earn access to senior and executive decision makers and build lasting relationships at that level. You understand that established growers move slow and steady for good reason, and you have the patience, credibility, and commercial instinct to earn their trust while still driving measurable growth and meeting revenue targets and milestones. You are strategic enough to define which markets and channels to pursue, and hands-on enough to go build them. You are energized by roughly 70 % travel and by the ambiguity of building something new.

Key Responsibilities

• Deliver against revenue targets for hardware and software respectively for each quarter and for the fiscal year.


• Expand the customer base within and beyond our existing grower relationships by identifying and winning new berry growers and companies across substrate and soil operations, both domestically and internationally.


• Enter new markets, by identifying target accounts and grower profiles where AROYA can demonstrate clear and differentiated value and working out the way into each one.


• Develop strategic account relationships with senior/executive decision makers, key growers, and agronomy communities, personally driving deals where no established pipeline yet exists, and guiding accounts from first conversation through adoption and expansion.


• Build and manage a pipeline of opportunities at various stages of development, maintaining a transparent and predictable view of where each opportunity stands and what is required to advance it.


• Identify and initiate relationships with distributors and channel partners in target markets, assessing where a partner led route can accelerate AROYA's reach and laying the groundwork for a channel model in later growth stages.


• Feed market intelligence, customer needs, and channel feedback back to product, marketing, and leadership to shape the roadmap, pricing, and positioning.

Qualifications

• Seven (7) or more years of business development, strategic sales, or market development experience, with direct grower, customer, and partner facing responsibility.


• Proven track record of taking products or solutions into early stage markets and growing them into sustainable and scalable opportunities, including originating and closing strategic, long cycle deals where no established pipeline or brand recognition yet exists.


• Full professional proficiency in English and Spanish, both written and spoken.


• An established network across growers, distributors, or ag industry partners, and the credibility to open doors at senior and executive levels within these organizations.


• Experience selling or deploying technical solutions, such as hardware, software, IoT, sensors, or precision irrigation technology, into agricultural or other field based operations.


• Willing and able to travel up to 70 %, primarily across the United States and Mexico, with a valid passport and the ability to travel across the border without restriction.


• Bachelors degree in agriculture, agronomy, business, engineering, or a related field.

Preferred Skills & Experience

• Existing relationships within the major berry marketers or the broader berry supply chain.


• Experience in controlled environment agriculture (CEA), high value crops, or agronomy, and familiarity with substrate and soil growing systems.


• Understanding of precision irrigation, crop steering, or substrate and soil science, including EC, VWC, and water and nutrient management.


• Experience opening new international markets or managing cross border commercial relationships in Latin America.


• Experience building or selling through distributors and channel partners in agriculture.


• Industry recognized certifications relevant to agriculture, agronomy, or commercial sales.

Addium Offered Benefits

• Comprehensive medical, dental, and vision insurance


• 401(k) with immediate enrollment and up to 4 % company match after your first year


• Paid Time Off, Paid Sick Leave, and 11 paid holidays


• Company paid life and disability insurance


• HSA with company contribution and FSA options


• A small, focused team that moves fast and gives you the room to actually build something

Addium, Inc. is an Equal Opportunity Employer. We are committed to creating an inclusive and diverse workplace where all individuals are respected, valued, and supported. All qualified applicants are considered regardless of ethnicity, nationality, gender, veteran or disability status, religion, age, sexual orientation or gender identity, or other protected status.