Sales Director

Korn Ferry is conducting a search on behalf of a leading global leader in specialized technical services for a Commercial Director to lead the company’s growth strategy across Brazil, Uruguay and Paraguay.

The company has a global presence and operates across complex markets, serving primarily the construction, infrastructure, mining, oil & gas, energy, utilities and industrial sectors.

As part of its ongoing business expansion and transformation in the region, the company is seeking an executive with strong knowledge of these markets, proven ability to develop new business opportunities, and experience in building, scaling or transforming business units.

The position carries regional responsibility and significant exposure to senior leadership, playing a key role in accelerating growth, strengthening strategic accounts, developing new business and improving profitability. The ideal candidate will combine strong commercial capabilities with a broad business perspective, a hands-on approach and a track record of delivering results in complex environments, ideally including turnaround, restructuring or business transformation contexts.

Propósito da Posição

The Commercial Director will be responsible for defining and executing the commercial strategy for Brazil, Uruguay and Paraguay, with a focus on sustainable growth, profitability and expansion across strategic markets.

Acting as a bridge between the market, clients and operations, the executive will be responsible for developing new business, expanding strategic accounts and leading complex, high-value negotiations. The role will translate strategic ambitions into structured commercial plans, ensuring discipline, governance and consistent performance.

The position requires a strong understanding of the target markets — particularly construction, infrastructure, mining, oil & gas, energy, utilities and industrial sectors — combined with proven experience in building, developing, scaling or transforming business units.

A hands-on, entrepreneurial mindset and experience operating in turnaround, restructuring or business transformation environments will be highly valued.

Key Responsibilities

• Define and lead the commercial strategy for Brazil, Uruguay and Paraguay, prioritizing the Industrial, Infrastructure & Building sectors;
• Develop and execute commercial plans focused on revenue growth, market expansion and business diversification;
• Identify and capture new business opportunities through active hunting, market development and expansion of strategic accounts;
• Lead the commercial organization, including Key Accounts, Marketing, Pricing, Proposals and Analytics;
• Ensure alignment between commercial strategy, operational capabilities and Business Unit priorities;
• Lead end-to-end BID processes, including proposal development, pricing and negotiation of strategic contracts;
• Lead complex, large-scale negotiations, with contract values ranging from R$10 million to R$150 million, prioritizing recurring and long-term contracts;
• Drive growth, profitability and efficiency across the businesses under responsibility, with accountability for P&L performance;
• Strengthen relationships with strategic clients across mining, energy, oil & gas, infrastructure, construction, chemicals and pulp & paper;
• Build and develop high-performing commercial teams, fostering a culture of accountability, execution and results.

Key Challenges

• Accelerate commercial growth across strategic markets and increase market penetration;
• Build, develop and transform business units while balancing growth, profitability and operational efficiency;
• Operate effectively in transformation, restructuring or turnaround environments, driving change with speed and discipline;
• Expand the company’s presence in higher-value, long-term contracts and strengthen strategic client relationships;
• Integrate multiple functions and stakeholders, ensuring consistency between commercial strategy, operational capabilities and client needs.

Professional Experience & Qualifications

• Extensive experience in commercial and/or business leadership within complex B2B environments;
• Deep market knowledge and strong relationships across construction, infrastructure, mining, oil & gas, energy, utilities and/or industrial sectors;
• Proven track record in developing markets, strategic accounts and high-value contracts;
• Experience building, developing, scaling or transforming business units, with accountability for growth and business results;
• Experience in turnaround, restructuring, transformation or accelerated-growth environments will be highly valued;
• Strong track record in new business development, hunting, market expansion and opening new commercial opportunities;
• Experience leading commercial and/or multidisciplinary teams, with strong interaction with operations;
• Ability to operate effectively across different organizational levels and build relationships with senior clients and stakeholders;
• Advanced or fluent English – mandatory;
• Spanish is a plus.

Skills & Competencies

• Strong strategic and business-oriented mindset, with a clear focus on growth and results;
• Ability to identify market opportunities and translate strategy into tangible business growth;
• Entrepreneurial, hands-on profile with a proven ability to build and transform businesses;
• Strong negotiation, influencing and stakeholder management capabilities;
• Deep market understanding and ability to establish high-level relationships with strategic clients;
• Strong leadership capabilities, with a focus on talent development, engagement and performance;
• Ability to operate effectively in complex, ambiguous and transformational environments;
• High level of autonomy, proactivity and ownership;
• Resilience and ability to drive change and execute decisions with speed and discipline.

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