Key Skills

Job Description

About Merqato Fresh-produce companies make high-stakes decisions every day with incomplete information. They commit volumes and prices to retailers before knowing exactly what growers will deliver. When supply turns out differently, margins, customer commitments and produce can be lost. Merqato helps sourcing and commercial teams make those decisions with greater confidence. We bring together their data, forecasts and market developments, explain what is changing, and help them decide what action to take. Our mission is to help the fresh-produce industry waste less and make better commercial decisions. Customers in Spain, Denmark, Germany and the Netherlands. The job You own a portfolio of customers and are accountable for the value they get from Merqato. You make sure customers build Merqato into their weekly decision-making, achieve measurable results, renew every year and expand their use over time. Why this role matters now Merqato is moving from proving that our product works to making it indispensable across every customer organisation. That requires more than good software: customers need someone who understands their world, turns data into clear commercial action and drives change when adoption stalls. You will connect our customers, commercial growth and product development. What you learn determines not only whether customers renew and grow, but also what Merqato builds next. To succeed, you need to combine fresh-produce credibility, commercial ownership, data fluency and the initiative to act before someone asks. What you'll do Get customers using it. Run onboarding and adoption for every account. Know per account who logs in, what they use, and what they ignore — and fix it. Write and run a success plan per account. Agreed goals with the customer, reviewed every quarter. Renew. Own every renewal in your portfolio, start 90 days out, and close it — including price changes. Grow accounts. Spot and close upsell (more crops, more users, more origins) and cross-sell (new modules, custom tools). Explain the numbers. When a forecast swings, you dig into the data, explain it in plain language, and help the customer decide what to do. Feed product. Deliver a monthly customer insights report to the Product Lead: what's blocking use, what customers would pay for, what competitors do. What you bring — must-haves 3+ years in fresh produce at a wholesaler, cooperative, trader or importer — ideally in sourcing, category management, supply planning or account management. You've made (or supported) volume commitments without full grower visibility. Commercial track record: you've closed renewals, upsells or price increases, and can name the numbers. Data fluent: strong Excel; comfortable with dashboards (Power BI or similar); you can read a forecast, spot what's off and explain it. SQL or Python is a plus, not a must. Proactive: you start things without being asked. We'll ask you for examples. Languages: English plus Dutch or German /Spanish at business level is a plus. Nice to have Experience at a software or data vendor selling into agrifood Network among sourcing managers in Benelux, Germany or Spain What we offer €70.000 + variable pay tied to renewals and account growth (15% of base) Stock appreciation rights Hybrid working - upto 3 days in the office. Direct impact: small team, you work with the CEO and Product Lead every week A product customers rely on for real money decisions every week

Core Responsibilities

Manage a portfolio of customers, driving onboarding, adoption, measurable outcomes, renewals, and account growth through upselling and cross-selling. Analyze forecasts and customer data to guide commercial decisions, and provide regular customer insights to the Product Lead.

Requirements

Requires at least three years of fresh-produce industry experience, ideally in sourcing, category management, supply planning, or account management, plus a track record of closing renewals, upsells, or price increases. Candidates should be proficient in Excel, comfortable with dashboards and forecasts, and proactive; business-level Dutch, German, or Spanish is a plus, as are SQL or Python skills.

Benefits

• Variable Pay Tied to Renewals and Account Growth
• Stock Appreciation Rights
• Hybrid Working
• Direct Impact in a Small Team