Scaling Frulact’s US Commercial Team Ahead of a Major Facility Launch
Frulact: Expanding the US Commercial Team with Top-Tier Sales Talent
Client: Frulact – US Operations, Logan, Utah
Sector: Fruit-Based Ingredients & Solutions / Food & Beverage
Roles: Senior Sales Professionals (3 hires)
Background
Frulact, headquartered in Portugal, is a global leader in fruit-based ingredients and solutions for the food and beverage industry. Known for high-quality fruit preparations, purees, concentrates, and natural flavors, Frulact serves 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, scheduled to open in July 2024. With increased production capacity on the horizon, the company aimed to rapidly expand its US commercial operations, focusing on hiring three senior sales professionals with proven experience in the B2B flavor and ingredient industry.
The Challenge
Frulact needed to quickly scale its US commercial team with high-caliber sales professionals who could meet the following criteria:
- Proven sales track record within the B2B flavor and ingredient industry
- Strong knowledge of customer channels such as ice cream, dairy, and foodservice
- Experience with similar product portfolios
- Balance of account management and business development expertise
- Collaborative and team-oriented mindset
Our Approach
Paragon Talent leveraged its industry expertise and global network to deliver a rapid, high-quality recruitment solution:
- Understanding the Brief: Engaged with stakeholders from Frulact’s US team and HQ in Portugal to gain a comprehensive understanding of the role requirements and expectations.
- Strategic Planning: Collaborated with Frulact leadership to identify target companies where professionals with the desired experience could be found.
- Market Mapping: Conducted extensive research, identifying 138 potential candidates across the US who matched the target profile.
- Talent Engagement: Reached out to a carefully selected group of prospects with a transparent overview of the opportunity, Frulact’s vision, and the benefits of joining the team.
- Screening and Shortlisting: Assessed candidates through a rigorous screening process, presenting a shortlist of 12 professionals, complete with CVs, video introductions, and executive summaries.
- Interview Coordination: Managed a structured three-stage interview process to ensure a seamless experience for both Frulact and candidates.
- Offer Management: Facilitated offer negotiations, aligning expectations and finalizing acceptances.
The Results
Frulact successfully onboarded three exceptional senior sales professionals for their US commercial team:
- Blake Blackner
- David Casillas
- Glenn Durflinger
The hires brought a combination of industry expertise, US market knowledge, and cultural fit, ensuring the new facility’s commercial team was fully prepared to drive growth from day one.
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, Frulact
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 scale your commercial or leadership team, Paragon Talent can help. Our process is designed to deliver high-calibre candidates who meet your unique needs and align with your company culture.
Contact us today to learn how we can support your recruitment goals and help you achieve similar results.
About Paragon Talent
Paragon Talent is a specialist recruitment consultancy connecting high-growth manufacturing and FMCG businesses with top-tier commercial and technical talent. We focus on senior-level appointments across the Flavor, Fragrance, Food, Beverage, and Ingredient sectors. With deep industry knowledge, a global network, and a hands-on, personalised approach, we deliver fast, high-quality recruitment solutions that drive growth, strengthen leadership teams, and create long-term value for both clients and candidates.
About the Author
Jamie Pickup is the Founder and Director of Paragon Talent, specialising in senior-level appointments across the Flavour, Fragrance, and Ingredient industries. With over 12 years of experience, Jamie has a proven track record of connecting high-growth businesses with top-tier commercial and technical talent. Known for a hands-on, transparent, and highly personalised approach, he combines deep sector expertise with an extensive international network to deliver recruitment outcomes that make a measurable impact on business growth.
Frequently Asked Questions
Q: What types of roles can Paragon Talent help recruit?
A: We specialise in senior commercial, technical, and leadership positions, including VP-level, Director, Key Account Manager, Sales Manager, and other specialist roles across the Flavour, Fragrance, Food, Beverage, and Ingredient sectors.
Q: What makes Paragon Talent different from other recruitment agencies?
A: We combine deep sector expertise with a personalised, hands-on approach. Our process focuses on transparency, responsiveness, and finding candidates who are both technically strong and culturally aligned with your business.
Q: How quickly can you fill senior roles?
A: While timing depends on the complexity of the role, our strong industry networks and targeted search methodology allow us to significantly reduce time-to-hire compared to traditional recruitment approaches.
Q: Do you work with both clients and candidates?
A: Yes. We guide clients in building high-performing teams, and we support candidates throughout the process with career advice, interview preparation, and ongoing communication to ensure the best fit.
Q: How do you ensure candidates have the right industry experience?
A: We rigorously assess candidates’ backgrounds to ensure relevant experience in the target sector, product portfolio familiarity, and a proven track record of commercial success.
Q: Can you help with cultural and regional fit for global businesses?
A: Absolutely. We evaluate candidates not just on skills and experience but also on alignment with company culture, leadership style, and regional market knowledge to ensure seamless integration.
