Descripción de la oferta
Sales Manager - Western Europe Gro-Med Antas de Ulla, Spain
Descripción del trabajo
About Gro-Med Gro-Med converts coconut husk into precision-graded coir substrates. Gro-Med is a part of the Vaighai Group. We are a 45-year-old, family-run 3rd generation agri‑business and the worlds second‑largest coco coir substrate company, with $120M in group revenue. We serve growers in over 75 countries across horticulture, and soilless production, backed by three modern factories strategically located across Tamil Nadu, India and a team focused on quality at every step.
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The Role
We are hiring a Sales Manager to build and grow our substrate business across our core European markets — Spain, the Netherlands and Italy, and adjacent territories. You will sell directly to large-scale commercial growers and nurseries, appoint and manage distributors, and act as the commercial face of Vaighai in the region. This is a field‑heavy role with frequent travel.
Sell coir substrates (grow bags, slabs, open tops, propagation plugs and buffered blends) to large-scale growers, nursery operations and substrate blenders.
Identify, appoint and manage distributors and agents across your markets.
This is a core part of the role, not an add‑on.
Build strong relationships with growers, farm managers, agronomists, technical advisers and procurement teams.
Work with our technical team to convert grower trials into volume contracts — substrate selection, EC and pH targets, irrigation strategy and crop‑specific recommendations.
Negotiate annual pricing and supply agreements; forecast volumes and coordinate with the Madurai team on production planning and shipping schedules.
Represent Vaighai at European trade shows such as GreenTech Amsterdam, Fruit Attraction and Macfrut.
Report regularly on pipeline, competitor activity and pricing movements across your territory.
Requirements
5–8 years of B2B sales experience in horticulture, with a proven record of selling to large-scale growers and nurseries in Europe.
An existing network among European commercial growers, nurseries or growing‑media distributors.
Background in growing media or substrates, or a closely adjacent input (fertigation, greenhouse systems, propagation material or crop protection).
Working understanding of soilless cultivation: drip irrigation, fertigation, EC and pH management, water buffering and drainage behaviour in substrates.
Fluent Spanish, Dutch, Italian and English — the role covers all three markets, and English is what we communicate in.
Willing to travel 50–60% of the time across Europe.
Full driving licence and existing right to work in the EU.
Able to work independently, with a results focus and the judgement to build a return‑on‑investment case for the grower.
Preferred
Experience opening a new market or launching a new substrate brand.
Familiarity with the certifications European growers ask about — RHP, OMRI, GLOBAL G.A.P.-linked and sustainability audits.
Crop‑specific depth in soft fruit (blueberry, raspberry, strawberry), protected vegetables (tomato, pepper, cucumber) or ornamentals and nursery stock.
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