ABOUT DECCO

DECCO, an ADVANTA company, is a global leader in post-harvest solutions aimed at reducing food losses and preserving the quality and freshness of fruits and vegetables throughout the supply chain. DECCO provides innovative coatings, disease control technologies, sanitization products, application equipment, technical service, and nearly 90 years of specialized post-harvest experience. More than 225 employees are active in more than 40 countries.

Our purpose: to make more and better fresh food available to the world. More. Beautiful. Fresh. PURPOSE OF THE POSITION The Technical and Sales Manager - Northern Zone of Chile is responsible for developing and commercially managing the assigned territory, combining consultative selling with the delivery of specialized technical support in post-harvest solutions.

The position acts as a technical-commercial partner of the customers, identifying needs, proposing comprehensive solutions and coordinating the correct implementation of DECCO products, technologies and equipment in the packing houses in the area.

The position must ensure compliance with the sales budget, profitable growth of the portfolio, customer satisfaction and adequate coordination with the Commercial, Technical, Supply Chain, Finance and other regional or integral functions. PRIMARY RESPONSIBILITIES

COMMERCIAL MANAGEMENT AND TERRITORIAL DEVELOPMENT

Develop and execute the annual commercial plan for the northern zone of Chile, aligned with the objectives of DECCO Chile.

Comply with the sales, margin, collection and growth budgets defined for the territory.

Comprehensively manage the client portfolio, prioritizing strategic accounts and opportunities of greater value.

Prospect new customers, segments, species, seasons, and post-harvest applications.

Prepare technical-commercial proposals, quotes, contracts and supply conditions.

Negotiate prices, volumes, commercial conditions and service agreements within the established authorization levels.

Keep the commercial pipeline, opportunities, visits and commitments updated in the available corporate tools.

Develop long-term relationships with managers, packing managers, those responsible for quality, production, maintenance, purchasing and other decision-making areas.

Track business results, deviations, risks and opportunities in the territory.

Participate in commercial meetings, business reviews, forecasting and demand planning. TECHNICAL ADVICE AND CUSTOMER SUPPORT

Technically raise the needs of each client and recommend post-harvest solutions consistent with their processes, fruit, target market and operational risks.

Advise on the use of fungicides, coatings, sanitizers, detergents, application technologies and associated equipment.

Support the definition of doses, concentrations, process sequences, operational parameters and control criteria.

Coordinate and accompany technical tests, commercial trials, validations and customer demonstrations.

Interpret operational results and recommend corrective or improvement actions.

Ensure that technical recommendations are aligned with applicable labels, registries, internal policies, and regulatory requirements.





Coordinate the training of operators, supervisors and technical teams of customers.

Technically manage claims, incidents or deviations, coordinating analysis, monitoring and documented closure.

Promote good practices in safety, safety, quality and responsible use of chemical products.

Issue visit reports, technical reports, and formal recommendations when appropriate. EQUIPMENT MANAGEMENT AND TECHNICAL SERVICE

Coordinate with the Technical Manager the supervision of the equipment installed in the Packing Houses in the area.

Prioritize preventive, corrective, commissioning, and operational support maintenance requirements.

Ensure that installed equipment contributes to the expected performance of DECCO solutions.

Review with the technical team the condition of the equipment park, criticality, spare parts and renovation needs.

Participate in technical surveys for new equipment installation or modification projects.

Validate with the client the receipt of technical services and the closure of relevant activities.

Timely escalate critical failures, continuity risks, or situations that require engineering support.

Promote the documentary standardization of equipment, maintenance histories and service reports. DEMAND PLANNING AND OPERATIONAL COORDINATION

Prepare sales and consumption projections by customer, product and season.

Coordinate with Supply Chain the availability of products, equipment, spare parts and required materials.

Warn in advance of supply risks, changes in demand or extraordinary requirements.

Support the correct management of orders, deliveries, consigned inventories or dedicated stocks when applicable.

Coordinate with Finance the review of credit conditions, collection and financial exposure of customers.

Contribute to the optimization of working capital through adequate commercial and inventory planning. MARKET INTELLIGENCE AND BUSINESS DEVELOPMENT

Monitor productive, technological, regulatory and commercial trends relevant to the post-harvest.

Analyze the activity of competitors, substitute products and new technologies available in the market.

Identify opportunities to expand the portfolio, introduce innovations or develop value-added services.

Gather useful market information for pricing, positioning, investment, and growth decisions.

Support product launches, technical campaigns, promotional activities and participation in industry events. GOVERNANCE, COMPLIANCE AND REPORTABILITY

Comply with and promote the commercial, ethical, safety, quality, and compliance policies of DECCO and UPL.

Maintain complete and traceable documentation of quotes, agreements, visits, recommendations and commitments.

Responsibly manage expenses, assets, vehicle, samples, equipment and assigned resources.

Periodically report results, progress,



risks and opportunities to the Commercial Manager.

Protect the confidentiality of the commercial, technical and strategic information of the company and its customers.

Act with integrity and avoid conflicts of interest in all business relationships. KEY INTERFACES

Internal

Commercial Manager

Commercial and Technical Teams

Supply Chain and Customer Service

Finance Manager and Finance team

Engineering & Operations

Marketing, Regulatory and Regional/Global Functions

External

Customers and prospects

Packing managers and heads

Production, Quality, Maintenance and Purchasing Areas

Distributors and service providers

Laboratories, technical advisors and industry organizations TRAINING AND EXPERIENCE

Training

Professional degree of Agricultural Engineer, Agricultural Engineer, Food Engineer, Agricultural Technician or related career.

Complementary studies in post-harvest, consultative sales, commercial management or administration will be considered an advantage. Experience

Minimum 5 years of experience in B2B technical sales, agricultural consulting, post-harvest or related industries.

Experience serving packing, exporters, producers or industrial customers.

Experience in budgeting, forecasting, negotiation and account management.

Experience in multinational companies and in chemical products, equipment or technical services will be an asset.

Availability to travel frequently within the assigned zone and other regions when necessary.

Valid driver's license.

TECHNICAL KNOWLEDGE

Knowledge of physiology and post-harvest management of fresh fruit.

Knowledge of fungicides, coatings, sanitizers, detergents and application technologies.

Interpretation of labels, technical sheets, procedures and regulatory requirements.

Management of consultative sales, negotiation, forecasting and portfolio management.

Management of CRM, ERP and Microsoft Office tools; Excel at intermediate or advanced level.

Ability to prepare technical reports and business presentations.

Intermediate English desirable. KEY COMPETENCIES

Commercial and Customer Orientation

Ability to understand customer needs, translate them into value solutions and build long-term sustainable relationships.

Technical Credibility

Ability to deliver technically sound, clear, traceable recommendations applicable to the customer's operational reality.

Negotiation and Influence

Ability to conduct negotiations, manage objections, and achieve balanced agreements for the client and the company.

Results Orientation

Ability to prioritize activities, meet business goals, and transform plans into concrete actions.

Planning and Organization

Ability to manage territory, seasons, visits, projects and multiple clients with discipline and anticipation.

Collaboration

Ability to coordinate with different areas and mobilize internal resources to solve customer requirements.

Communication

Ability to communicate technical and commercial content in a way that is understandable to operational, technical and executive audiences.

Integrity and Compliance

Commitment to high ethical, regulatory and safety standards in all decisions and actions.

📌 Sales & Technical Representative (Coquimbo)
🏢 DECCO Postharvest
📍 Coquimbo