Grain Commercial Manager

Description

Job Summary: Lead and execute the commercial strategy to maximize sales, profitability, and market share of agricultural products (grains) by developing customers and partnerships. Key Highlights: 1. Lead commercial strategy and maximize sales of agricultural products. 2. Develop key customers, distribution channels, and strategic alliances. 3. Manage the annual commercial plan and supervise sales teams. A grain-focused company located in Betania, Jalisco, is seeking: Grain Commercial Manager * Job Objective * Lead and execute the commercial strategy to maximize sales, profitability, and market share of agricultural products (grains), by developing key customers, distribution channels, and strategic alliances. * Key Responsibilities * Design and implement the annual commercial plan (volume, pricing, and profitability targets). * Manage the customer portfolio: development, retention, and segmentation (exporters, industrial users, distributors, local buyers). * Negotiate contracts and commercial terms (pricing, payment terms, delivery schedules, guarantees). * Develop sales channels (direct sales, distributors, agents, e-commerce if applicable). * Coordinate pricing strategies and risk coverage (hedging, forward contracts). * Supervise and develop the sales team (coaching, goal setting, commissions). * Collaborate with operations/logistics to ensure on-time delivery, quality, and inventory management. * Analyze market conditions, competition, and trends (international prices, seasonality, freight costs). * Propose marketing and technical/commercial promotion initiatives to drive demand. * Monitor commercial KPIs and prepare periodic reports for senior management. * Core Functions * Visits and follow-up with strategic customers. * Preparation and presentation of proposals and quotations. * Approval and monitoring of commercial credit and risk limits. * Coordination with production and quality control regarding product specifications. * Accounts receivable management and coordination with finance. * Participation in trade fairs, business missions, and matchmaking events. * Minimum Requirements * Education: Bachelor’s degree in Business Administration, International Trade, Agribusiness, Agricultural Engineering, or related field. A master’s degree or courses in sales/negotiation are desirable. * Experience: 5–8 years in sales/commercial roles within the agricultural or commodities sector; minimum 2 years managing sales teams. * Knowledge: Grain and commodities markets, logistics and port operations, contracts (INCOTERMS), trade finance, CRM tools. * Competencies and Skills * Results orientation and strategic negotiation. * Commercial acumen and market analysis (pricing, margins). * Leadership and team development. * Analytical thinking and decision-making under uncertainty. * Communication and client relationship skills. * Ability to manage pressure and prioritize effectively. * Integrity and commitment to regulatory compliance. * Performance Indicators (KPIs) * Sales volume vs. target (tons / MMT). * Gross commercial margin / profitability per product. * Growth in active customer portfolio. * Key customer retention rate. * Days Sales Outstanding (DSO) and commercial overdue rate. * On-time delivery performance (%) and reduction in quality-related claims. * Compliance with commercial expense budget. Salary: $19,000\.00 \- $20,000\.00 per month Work Location: On-site employment