Overview
The ExeQfind Group’s São Paulo–based partner, Hamilton Teixeira, led a three-country initiative to support our client’s entry into the US and Canada. The client is a unique producer of organic coconut water and related by-products. Hamilton had just completed a CFO search for this agribusiness cooperative in Brazil when he learned of their aspiration to expand into North America.
Leadership elected to hire two regional sales leaders to support the launch. Hamilton engaged Warren Carter (Atlanta) and Toronto-based partner Sylvia MacArthur to form a joint search team representing Brazil, the US, and Canada. Sylvia’s deep FMCG—especially beverage—expertise proved invaluable in recruiting a Regional Sales Director for the Northeastern US, a Regional Sales Director for Canada, and a Regional Sales Director for the Southeastern US.
Background
Our Brazilian client, an agribusiness owned by US-based investors, cultivates coconuts and related by-products. The Bahia-region operation was launched with a $300M USD investment, spans 14,800 acres across four farms with 450,000 trees, and produces roughly 90 million coconuts per year. A state-of-the-art plant extracts coconut water via a process that avoids oxygen exposure, preserving quality.
By-products include coconut-shell growing medium for hydroponic and horticultural applications—linking the client to the sustainability movement. Hamilton’s successful CFO placement cemented the relationship, and he partnered with Atlanta and Toronto to execute searches for two Regional Sales Directors in the US (Northeast and Southeast) and one for Canada. Sylvia led the North American effort with Warren collaborating on briefs, candidate profiles, and deliverables. All three searches were successfully completed.
Specific Metrics (Northeast & Canada)
Northeast US: Sylvia presented six candidates—a diverse slate including two women, one African American, two seasoned Caucasian prospects, and one high-potential earlier-career candidate. After video interviews, three finalists (one woman, one seasoned male, and the high-potential) were flown to California. The client hired the seasoned male for Director, US Northeast, and created an additional role for the high-potential candidate, who ultimately declined due to a counteroffer. The client was sufficiently pleased to initiate new searches with Sylvia.
Canada: Warren presented seven candidates: four experienced Caucasian males, one Hispanic male, one Caucasian female, and one African American male. Four finalists were flown to California and New York. The initial finalist (a Caucasian female) verbally accepted but later withdrew due to family circumstances. The African American finalist—centrally located in the Southeast with 27 years of beverage sales leadership—accepted the offer.
Contributors to Success
- Consistent partner engagement throughout each project phase.
- Continuous information exchange among consultants in Canada, the US, and Brazil to keep efforts synchronized.
- Hamilton Teixeira’s advisory insight on Brazilian business culture, complemented by Sylvia MacArthur’s and Warren Carter’s regional expertise.
- A unified, disciplined, and persistent cross-border approach grounded in trust, professionalism, responsiveness, and camaraderie—core to The ExeQfind Group’s ethos.
