How we helped Frulact scale their US commercial team ahead of major facility launch

Overview:

Frulact is a global company specializing in the production of fruit-based ingredients and solutions for the food and beverage industry. Headquartered in Portugal, Frulact develops a wide range of high-quality fruit preparations, purees, concentrates, and natural flavors used in various products, such as dairies, confectionery, bakery, beverages, and ice cream.

Following accelerated growth in North America, Frulact had invested $millions into the development of a new manufacturing facility in Logan, Utah which was due to open in July 2024.As a result of their future increase in manufacturing capacity, the business was looking to expand its commercial activity in the US market.

With a need to quickly capitalise on their investment, Frulact wanted to secure 3 new senior sales professionals who had a strong proven track record and in-depth knowledge of the market.

 

Specific requirements for the search:

• Proven sales track record withing the B2B flavour and ingredient industry.
• Strong knowledge of the customer channels, for example ice cream, dairy, foodservice.
• Preferably experience working with similar portfolio.
• A mixture of both Account Management and Business Development experience.
• Had to be a strong collaborator and team player.

 

How we helped:

• Brief: Met with various stakeholders from the US and HQs in Portugal to get a detailed understanding of the brief and expectations from all parties involved.
• Plan: Working with the leadership team, highlighted the types of companies where professionals working in similar roles would have gained the experience required.
• Market mapping: Created a long list, mapping 138 professionals from various competitors and target organization across the US (East to West).
• Attract: Approached a smaller targeted list of prospects with full transparency about the opportunity, the organization, the vision, and the WIIFT (What’s in it for them).
• Screen and present: Presented a shortlist of 12 thoroughly screened professionals, including CVs, Video Introductions, Executive Summary’s and behavioural assessments.
• Interviews: Organized all stages of a 3-stage interview process, starting with 8 professional and leading to final 3.
• Negotiations: Handled all aspects of the offer and negotiation phase, aligning expectations of both internal stakeholders and candidates.
• Results: 3 exceptional professionals have now joined their team, these are:
  • Blake Blackner
  • David Casillas
  • Glenn Durflinger

Client Testimonial

“I’m excited to recommend Jamie as he launches his new business. 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. Jamie is a great listener and has logical feedback and recommendations. I highly recommend Jamie for any future endeavors.” - Blake Blackner

 

“From day one Jamie was very professional and methodical in his approach. Being in the US I did not think much about recruiters in the UK, Jamie definitely changed that perspective with his knowledge of the US markets and global connections. Jamie collaborated at every step of the process, providing relevant insight to the standards employers were keyed in on for their next professional. Jamie provided timely feedback after every interview, as well as preparations before each interview. Providing important points for each individual involved in the interview, and the topic/characteristics these individuals were desiring in a candidate. As I was working on multiple opportunities Jamie kept pace with the other opportunities, checking in frequently for any updates. When the offer arrived he did a great job explaining the compensation package and comparing it to the current market. Throughout the full process I felt at ease and confident in his abilities to maximize my value. I would recommend any of my friends and family to Jamie who are looking for their next career opportunity. They would be in good hands and I feel confident the best outcome would be obtained.” - David Casillas

 

“Jamie is a consummate professional who was invaluable in my most recent search for a new role.” - Glenn Durflinger

 

Are you looking to expand your commercial team like Frulact? Contact us today to find out how we can help you achieve similar results.