LATAM Commercial Lead – São Paulo/SP [remoto]

Responsabilidades

• Own and execute empresa’s go-to-market strategy in Brazil, starting with the Tier 1 MG/SP territory and expanding to Paraná, Rio Grande do Sul, and beyond as the launch scales.
• Lead the recruitment and management of empresa’s Founders Farm program in Brazil — identifying, signing, and stewarding the first cohort of pioneer grower partners (Fazendas Pioneiras) whose performance data will anchor the commercial narrative.
• Personally drive and close empresa’s anchor commercial partnerships, including large irrigated commercial operations in Triângulo Mineiro and processor-contracted growers in the Araxá / McCain supply chain.
• Build and own the Brazil commercial pipeline: lead generation, qualification, forecasting, and close — carrying a national revenue target.
• Develop and execute channel strategy: identify, negotiate, and manage distributor (revendas agrícolas) and cooperative partnerships that extend empresa’s commercial reach beyond the direct sales team.
• Represent empresa at the highest level across the Brazilian agribusiness ecosystem — ABBA events, Batata Show, grower associations, processor supply chain conversations, and government forums.
• Own empresa’s MAPA (Ministério da Agricultura, Pecuária e Abastecimento) regulatory pathway for TPS variety registration in Brazil — including RNC (Registro Nacional de Cultivares) filing strategy, timeline management, and engagement with Brazil’s seed certification system (SIPE).
• Lead and manage empresa’s relationship with EMBRAPA Hortaliças — negotiating and executing a bilateral R&D trial agreement that positions EMBRAPA as a credibility validator for TPS adoption across the Brazilian grower community.
• Build relationships with SENAR, EMATER-MG, CATI-SP, and other public extension networks to support grower education and technology dissemination at scale.
• Monitor the Brazilian regulatory and legislative environment for agricultural biotechnology and seed commercialization, advising empresa’s global leadership on risks and opportunities.
• Coordinate with empresa’s global regulatory and legal teams to ensure Brazil operations are structured appropriately under Brazilian agricultural, commercial, and labor law.
• Recruit, onboard, and manage empresa’s Brazil commercial team as it scales — initially including Technical Sales Representatives (TSRs) for MG/SP and a Field Development Agronomist, expanding to additional territories in Years 2–3.
• Establish Brazil commercial operating rhythms: territory reviews, pipeline calls, field activity standards, and CRM discipline.
• Partner with empresa’s global agronomy and product teams to ensure TPS agronomic protocols are adapted for Brazilian growing conditions across the three annual planting windows (verão, inverno, primavera) in MG and SP.
• Define and track Brazil KPIs: pilot farm count, trial hectares, seed sales volume, grower satisfaction, and regulatory milestone progress.
• Serve as empresa’s primary intelligence source on the Brazilian potato market — variety dynamics (Agata, Asterix, EMBRAPA BRS cultivars), price signals (CEPEA/ESALQ, CONAB), seasonal planting calendars, and competitive activity.
• Report directly to empresa’s global commercial leadership with structured market and pipeline updates, including expansion scenario recommendations for Tier 2 territory activation (Paraná, Rio Grande do Sul).
• Translate grower and market feedback into product and agronomy insights for empresa’s breeding and commercial teams.

Requisitos

• QUALIFICAÇÕES MÍNIMAS
  • Bachelor’s degree in Agronomy, Agricultural Sciences, Agricultural Engineering, or a related field; advanced degree (M.S., MBA in Agribusiness) is a strong plus.
  • 10+ years of progressive experience in Brazilian agribusiness, with at least 3–5 years in a senior commercial, business development, or country leadership role.
  • Demonstrated track record of building and executing commercial strategies in Brazil’s agricultural input or seed sector — including personally closing significant partnerships or deals.
  • Deep knowledge of Brazil’s potato production ecosystem: key geographies, major growers, processor relationships, variety landscape, and seasonal dynamics.
  • Existing senior-level relationships with large commercial potato growers, agro-input distributors, and / or processing companies (McCain, Lamb Weston) in Minas Gerais and São Paulo.
  • Experience navigating Brazil’s agricultural regulatory environment (MAPA, seed certification, cultivar registration) or demonstrated ability to lead regulatory processes with institutional partners.
  • Entrepreneurial mindset with high tolerance for ambiguity — experience building something new, not just managing an established commercial operation.
  • Exceptional interpersonal, negotiation, and communication skills in Portuguese; professional proficiency in English required for collaboration with empresa’s global leadership team.
  • Willingness to travel extensively within Brazil and internationally (~40–50% travel).
• QUALIFICAÇÕES PREFERENCIAIS
  • Prior experience with seed technology commercialization, including variety trialing, agronomic demonstration programs, and grower adoption campaigns.
  • Established relationships within EMBRAPA Hortaliças, ABBA, or Brazil’s public agricultural extension networks.
  • Experience operating in an early-stage or venture-backed agricultural technology company.
  • Familiarity with True Potato Seed or other novel seed delivery systems.
  • Knowledge of MAPA’s RNC and SIPE systems for cultivar registration and seed certification.

Marcado como: Assuntos Regulatórios, Desenvolvimento de Negócios, Olericultura, Parceria Agrícola, Pesquisa e Desenvolvimento, Sementes, Vendas Técnicas