LATAM Commercial Lead
Ohalo · São Paulo, SP, BR
**Position:** LATAM Commercial Lead **Territory:** Brazil – National (Tier 1 Launch: Minas Gerais · São Paulo) **Location:** Remote / Brazil – base in Belo Horizonte, Uberlândia, Ribeirão Preto, or São Paulo **Reports to:** Head of Sales, Ohalo **The Opportunity** ------------------- Ohalo is hiring its first in\-country commercial leader in Brazil. The Head of Brazil is a senior, highly autonomous role responsible for building Ohalo's commercial presence in the largest potato market in Latin America from the ground up. This is not a management role inherited from a mature operation — it is a builder's role: you will define the go\-to\-market model, land the first anchor grower partnerships, assist in driving regulatory strategy, and lay the foundation for a commercial team that scales with Ohalo's technology adoption. Brazil represents a pivotal opportunity for Ohalo's True Potato Seed (TPS) technology. With \~4\.2 million tonnes of annual production across 100,000 hectares, a dominant seed\-tuber supply system under structural pressure from disease and cold\-chain fragility, and a major processor expansion underway (McCain Foods, BRL 1\.8B Araxá plant, H2 2027\), the conditions for TPS adoption are uniquely favorable. The person in this role will be Ohalo's face, voice, and decision\-maker in Brazil. This role is ideal for a commercially sharp, scientifically literate agricultural leader who has operated within Brazil's agribusiness ecosystem at a senior level, has credibility with large commercial growers and institutional partners, and is energized by the challenge of introducing a genuinely new technology to market. **Market Context** ------------------ Ohalo's Tier 1 launch territory covers Minas Gerais (Triângulo Mineiro, Alto Paranaíba, Campo das Vertentes) and São Paulo (Sudoeste Paulista, Itapetininga corridor) — together representing over 55% of national potato production and the heartland of Brazil's commercial processing supply chain. Key actors in this ecosystem include the Rocheto Group (Brazil's largest potato operation at \~15,000 ha), McCain's Araxá processing complex, EMBRAPA Hortaliças (Brazil's national potato breeding program), and the ABBA (Associação Brasileira da Batata), the industry's primary professional association. The Head of Brazil will need to engage all of these players — as commercial targets, regulatory validators, and strategic partners — from Day 1\. **Key Responsibilities** ------------------------ ### **Commercial Leadership \& GTM Execution** * Own and execute Ohalo'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 Ohalo'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 Ohalo'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 Ohalo's commercial reach beyond the direct sales team. * Represent Ohalo at the highest level across the Brazilian agribusiness ecosystem — ABBA events, Batata Show, grower associations, processor supply chain conversations, and government forums. ### **Regulatory Strategy \& Institutional Partnerships** * Own Ohalo'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 Ohalo'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 Ohalo's global leadership on risks and opportunities. * Coordinate with Ohalo's global regulatory and legal teams to ensure Brazil operations are structured appropriately under Brazilian agricultural, commercial, and labor law. ### **Team Building \& Commercial Operations** * Recruit, onboard, and manage Ohalo's Brazil commercial team as it scales — initially including Technical Sales Representatives (TSRs) for MG/SP and a Field Development