Agrohub has analyzed the structure of pay in commercial departments of Ukrainian agribusiness, covering sales, third-party grain and oilseed procurement, and commercial logistics. The study involved six agricultural companies with a combined land bank of one point six million hectares.
The highest fixed pay among commercial functions was found in grain and oilseed sales. Procurement of grain follows, while logistics has a lower median level, although maritime logistics remains the strongest-paid segment inside that function.
Sales are standardized, procurement is evolving
For most commercial roles, fixed salary remains the base model. Commission tied to sales volume is used less often and has limited spread. In grain procurement, however, variable pay is used more actively, and companies are still testing different formulas for bonuses and performance incentives.
Sales teams usually work with both exports and the domestic market. Export operations involve several delivery bases, while many companies divide work between a front office responsible for clients and deals and a back office handling contracts and documents.
Grain procurement from third parties is described as the most dynamic commercial function. Companies are expanding these teams to load elevators and port infrastructure more efficiently. This makes universal specialists more valuable: people who can work across sales, logistics, documentation and market communication.
The study shows that Ukrainian agribusiness is becoming more professionalized in commercial management. Pay models are not only a human resources issue; they shape how quickly companies can buy grain, move it, export it and keep margins under volatile market conditions.
