Scaling Frulact’s US Commercial Team Ahead of a Major Facility Launch
Frulact, a global leader in fruit-based ingredients and solutions for the food and beverage industry, is headquartered in Portugal. Known for producing high-quality fruit preparations, purees, concentrates, and natural flavors, Frulact serves a wide range of sectors, including dairy, confectionery, bakery, beverages, and ice cream.
Following substantial growth in North America, Frulact made a multi-million-dollar investment to establish a new manufacturing facility in Logan, Utah, set to open in July 2024. With increased manufacturing capacity on the horizon, Frulact aimed to rapidly expand its commercial operations in the US, focusing on hiring three senior sales professionals with proven track records in the B2B flavor and ingredient industry.
The Challenge
Frulact needed to quickly scale its US commercial team with high-caliber sales professionals who met the following criteria:
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Proven sales track record within the B2B flavor and ingredient industry.
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Strong knowledge of customer channels, such as ice cream, dairy, and foodservice.
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Experience with similar product portfolios.
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A balance of account management and business development expertise.
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Collaborative and team-oriented mindset.
Our Approach
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Understanding the Brief: We engaged with stakeholders from Frulact's US team and HQ in Portugal to gain a comprehensive understanding of the role requirements and organizational expectations.
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Strategic Planning: Collaborated with Frulact’s leadership to identify target companies where professionals with the desired experience were likely to be found.
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Market Mapping: Conducted an extensive market mapping exercise, identifying 138 potential candidates across the US who met the target profile.
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Talent Engagement: Reached out to a carefully selected group of prospects with a transparent presentation of the opportunity, Frulact’s vision, and the benefits of joining the team.
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Screening and Shortlisting: Assessed candidates through a rigorous screening process, presenting a shortlist of 12 professionals, complete with CVs, video introductions, executive summaries, etc.
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Interview Coordination: Managed a structured three-stage interview process, ensuring a seamless experience for both Frulact and the candidates.
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Offer Management: Facilitated offer negotiations, aligning expectations between Frulact and the chosen candidates.
The Results
Frulact successfully onboarded three exceptional senior sales professionals for their US commercial team:
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Blake Blackner
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David Casillas
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Glenn Durflinger
Client Testimonial
“I’m excited to recommend Jamie. Having worked with him on three successful candidate searches in 2024, I’ve seen firsthand his professionalism, industry expertise, and commitment to finding the perfect fit. We’ve stayed in regular contact over the years, and his integrity and results-driven approach continue to impress me. I’m confident his new venture will thrive and highly recommend him as a recruitment partner.” — Uwe Schnell
Candidate Testimonials
“Jamie was fantastic to work with. It was like working with a long-time friend.” — Blake Blackner
“Jamie was very professional and methodical in his approach. His global connections and knowledge of the US market were impressive.” — David Casillas
“Jamie is a consummate professional who was invaluable in my most recent search for a new role.” — Glenn Durflinger
Ready to Expand Your Commercial Team?
If you’re looking to expand your commercial team, we can help. Our process is designed to deliver high-calibre candidates who meet your unique needs. Contact us today to learn how we can support your recruitment goals and help you achieve similar results.
