Overview:

Our client is a fast-growing agribusiness operating at the intersection of agriculture, technology, and commercial innovation in Nigeria. The company runs large-scale, precision-driven greenhouse farming operations, producing premium fresh produce for both domestic and export markets.

With operations spanning automated and semi-automated greenhouse systems, the business integrates modern farming technologies, smart irrigation, cold chain logistics, and strong market partnerships to ensure a consistent year-round supply of high-quality produce. The organisation is building a commercially disciplined leadership team focused on revenue growth, pricing power, and cashflow optimisation, while contributing to the future of modern agriculture in Africa.

Why This Role Matters:

This is a senior commercial leadership role with full accountability for turning farm output into revenue and cash. The Commercial Lead owns the commercial success or failure of the farm operations. The role exists to ensure every harvest is sold, premium produce is priced correctly, sales happen within the right time window, and revenue is converted to cash on schedule.

This is not a clerical sales or order-taking role. It is a strategic, market-facing position requiring strong judgment, negotiation strength, and a deep understanding of perishable goods markets.

Key Responsibilities:

Sales Strategy, Market Positioning & Channel Development

• Design and execute the full route to market strategy for all crops.
• Build and manage a diversified customer base across wholesalers, distributors, retail chains, processors, hotels, QSRs, and institutional buyers.
• Continuously expand and strengthen the buyer network while avoiding over-dependence on any single channel.
• Monitor market prices, supply and demand dynamics, and competitor behaviour.
• Advise management on commercially attractive crops and evolving market opportunities. 

Sales Planning & Harvest Alignment

• Develop rolling sales plans and demand forecasts aligned with crop calendars and agronomy yield forecasts.
• Work closely with agronomy and farm operations teams to align harvest timing with market demand.
• Ensure buyers are secured before harvest and minimise emergency sales, distress pricing, and waste. 

Pricing, Negotiation & Commercial Structuring

• Lead all negotiations on pricing, volumes, delivery schedules, quality specifications, and payment terms.
• Protect margins, price levels, and cash flow while prioritising customers during supply constraints.
• Develop framework agreements, seasonal contracts, and strategic customer partnerships. 

Order Fulfilment, Customer Service & Reputation Management

• Coordinate closely with logistics and packhouse teams to ensure timely delivery and quality compliance.
• Personally manage key and strategic customer accounts.
• Handle complaints, rejections, and quality disputes while protecting the company’s commercial reputation. 

Revenue Collection, Credit Control & Cash Discipline

• Work with finance teams to ensure accurate invoicing and timely collections.
• Set and enforce customer credit limits and payment terms.
• Monitor overdue balances and escalate credit risks promptly.
• Maintain commercial responsibility for cash, not just sales volume. 

Commercial Intelligence & Reporting

• Produce weekly sales and collections reports.
• Track price realisation versus market benchmarks, sales versus harvest, and rejection rates.
• Provide early warnings on market risks, price drops, and demand slowdowns.

Who We’re Looking For:

You will thrive in this role if you are commercially sharp, decisive, and comfortable operating in fast-moving environments where timing and pricing matter.

Experience & Profile:

• 8 – 12 years of experience in fresh produce, FMCG, or other perishable goods markets.
• Strong negotiation and deal-making skills with an established buyer network.
• Excellent commercial judgment, market instincts, and pricing discipline.
• A results-driven leader who is tough but fair, cash-focused, and execution oriented.
• Comfortable owning outcomes, making trade-offs, and protecting value in volatile markets.