Commercial Director

THE COMPANY

Our client is a growth-focused division of a leading global agribusiness group. With more than 60 years of industry leadership in citrus and the financial strength of a multi-billion-dollar conglomerate with operations in over 20 countries, this business combines long-term stability with the agility to expand and scale in the fresh produce market. Through vertical integration across orchards, packing, and U.S. distribution, the company is strategically positioned to become one of the top fresh produce suppliers in the American market. This is an opportunity to join an organization that offers the institutional strength of a global group and the dynamism of a growth platform.

THE POSITION

The Commercial Director will lead the U.S. commercial strategy, focusing on driving sales growth, building long-term customer partnerships, and expanding the company’s presence across retail and foodservice channels. The position also includes oversight of distribution, ensuring service levels, compliance, and food safety standards are consistently met, though day-to-day logistics are handled by the operations team. Based in McAllen, Texas (with flexibility for hybrid arrangements depending on the candidate’s profile), this role reports directly to the CEO and manages a team including a Key Account Manager, Sales Coordinator, and Quality Control Lead.

This is a high-impact leadership role for an experienced commercial professional who can deliver growth while safeguarding quality and customer satisfaction.

Main Responsibilities

Commercial Leadership

• Develop and execute the U.S. sales strategy to achieve growth targets.
• Build and strengthen relationships with top retail and food service customers.
• Identify and secure new business opportunities to expand market share.
• Lead negotiations on pricing, quality, and delivery terms.
• Direct commercial proposals, quotes, and customer presentations.
• Oversee account receivables and ensure strong customer satisfaction.

Distribution Oversight

• Coordinate with operations and logistics to ensure OTIF (On-Time In-Full) deliveries.
• Oversee compliance with USDA, FDA, and customer food safety requirements, in partnership with quality teams.
• Monitor product flow and inventory use to minimize shortages or waste.
• Support resolution of claims and returns in coordination with operations.

Reporting & Insights

• Prepare and present sales forecasts, reports, and market analyses.
• Provide insights into customer trends and recommend strategic actions.
• Track and follow up on performance indicators across sales and distribution.

THE CANDIDATE

The ideal candidate is a commercially driven leader with deep knowledge of the U.S. fresh produce market, capable of expanding sales while ensuring alignment with operational and quality standards. This person combines a strong record of accomplishment of building customer relationships with the strategic and leadership skills required to guide a team and deliver growth in a competitive environment.

Professional Experience

• • Proven record of accomplishment in U.S. fresh produce sales and commercial operations.
  • Strong relationships with major retailers (e.g., Walmart, Kroger, HEB) and/or food service customers.
  • Experience managing and developing high-performing sales teams.

Functional Knowledge

• • Solid understanding of USDA/FDA compliance and food safety standards.
  • Familiarity with coordinating across sales, operations, logistics, and quality functions.
  • ERP systems expertise (Microsoft Dynamics preferred).

Skills & Leadership Competencies

• • Strategic thinker with the ability to translate market insights into actionable commercial strategies.
  • Strong negotiation skills and proven ability to build long-term partnerships.
  • Collaborative leadership style with the ability to foster alignment across functions.

Personal Attributes & Fit

• • Bilingual English/Spanish strongly preferred.
  • Based in McAllen, TX, or willing to travel frequently (25% if based in McAllen, up to 50% if based elsewhere).
  • Cultural alignment with a growth-focused division of a global agribusiness combines entrepreneurial drive with stability, customer focus, and resilience in dynamic markets.