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Ohalo Genetics is seeking its first in-country commercial leader in Brazil to build the company's commercial presence in Latin America's largest potato market from the ground up. This is a senior, highly autonomous builder's role — not a management position inherited from a mature operation.
You will own and execute Ohalo's go-to-market strategy for True Potato Seed (TPS) technology, starting with Tier 1 territories in Minas Gerais and São Paulo (representing over 55% of national potato production) and expanding to Paraná, Rio Grande do Sul, and beyond. Brazil's potato market is uniquely positioned for TPS adoption: ~4.2 million tonnes of annual production, structural pressure on the seed-tuber supply system from disease and cold-chain fragility, and major processor expansion underway (McCain Foods' BRL 1.8B Araxá plant launching H2 2027).
Key responsibilities include:
**Commercial Leadership & GTM Execution:** Define and execute Brazil's go-to-market strategy; lead recruitment and management of Ohalo's Founders Farm program (identifying and stewarding pioneer grower partners whose performance data anchors the commercial narrative); personally drive and close anchor commercial partnerships with large irrigated operations and processor-contracted growers; build and own the Brazil commercial pipeline with national revenue targets; develop and execute channel strategy through distributors and cooperatives; represent Ohalo at industry events (ABBA, Batata Show, grower associations, processor forums).
**Regulatory Strategy & Institutional Partnerships:** Own Ohalo's MAPA regulatory pathway for TPS variety registration, including RNC filing strategy and engagement with Brazil's seed certification system (SIPE); lead and manage relationships with EMBRAPA Hortaliças (negotiating R&D trial agreements to position EMBRAPA as a credibility validator); build relationships with SENAR, EMATER-MG, CATI-SP, and other public extension networks; monitor the Brazilian regulatory and legislative environment for agricultural biotechnology; coordinate with Ohalo's global regulatory and legal teams.
**Team Building & Commercial Operations:** Recruit, onboard, and manage Ohalo's Brazil commercial team as it scales (initially Technical Sales Representatives for MG/SP and a Field Development Agronomist, expanding in Years 2–3); establish Brazil commercial operating rhythms (territory reviews, pipeline calls, field activity standards, CRM discipline); partner with global agronomy and product teams to adapt TPS protocols for Brazilian growing conditions across three annual planting windows; define and track Brazil KPIs (pilot farm count, trial hectares, seed sales volume, grower satisfaction, regulatory milestone progress).
**Market Intelligence & Reporting:** Serve as Ohalo's primary intelligence source on the Brazilian potato market (variety dynamics, price signals, seasonal planting calendars, competitive activity); report directly to global commercial leadership with structured market and pipeline updates; translate grower and market feedback into product and agronomy insights.
You will be Ohalo's face, voice, and decision-maker in Brazil, reporting to the Head of Sales. This role requires extensive travel within Brazil and internationally (~40–50%).
**REQUIREMENTS**
**Required:**
- Bachelor's degree in Agronomy, Agricultural Sciences, Agricultural Engineering, or 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 Ohalo's global leadership team.
- Willingness to travel extensively within Brazil and internationally (~40–50% travel).
**Preferred:**
- 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.
