What does it take to trade in a market that never stands still? For Jessica Marchioli Salatino, Sugar Trader at LDC, it’s a blend of strategy, purpose and long-term vision.
Active in the sugar business across 14 countries, with a strong global origination and destination network, LDC is a leading raw and refined sugar merchant leveraging in-depth market intelligence and research to connect producers with markets worldwide, with a focus on reliability and long-term value creation.
In this edition of Trade Talks, Jessica reflects on her path as a trader, the evolving role of women in commodities and how building trust is central to her success in a complex, fast-paced industry.
Q
What sparked your interest in a trading career?
A
From the start of my career in commodities, I was closely involved in the commercial side of the business, which sparked a strong interest in financial markets. That interest naturally led me to transition into trading, driven by a curiosity about the numbers I worked with and a desire to understand their impact on the broader economy.
Q
Why sugar, specifically?
A
It’s an essential global commodity, and Brazil – my home country – plays a central role as the world’s largest producer and exporter! When the opportunity arose to work with sugar, a product with significant economic and strategic importance, locally and globally, I seized it. Trading sugar means contributing to something that fuels livelihoods and traditions on a global scale. It’s exciting to be part of such a dynamic and essential market; and knowing my work has an impact beyond numbers, touching real lives, inspires me every day!
Q
What key milestones in your career led you to your current position at LDC?
A
A key milestone in my career was my experience working abroad, which broadened my perspectives and enhanced my ability to collaborate effectively across diverse cultures. Another defining period was during the pandemic, when the agribusiness sector in Brazil experienced significant growth and our workload tripled. This intense pace accelerated my professional development, enabling me to strengthen my expertise and adaptability in a rapidly evolving environment.
Q
How do partnerships and relationships play a role in your day-to-day activities?
A
Since we source from independent mills, rather than owning our own, strategic sourcing and relationship management are critical to secure volumes. The customer is fundamental to our success, so active customer relationship management is essential to personalize the experience, deepen our understanding of customer needs and turn that information into opportunities.
Q
What influences your trading decisions?
A
My trading decisions are primarily influenced by the long-short position, ensuring an effective balance between risks and opportunities. It’s essential that each decision aligns with the company’s overall strategy, supporting long-term objectives. And of course, discipline is a key factor in everything we do, to execute each trade with precision and care, and ensure the best possible outcome for the company and our customers. Strong risk management practices are also crucial to ensure business success and sustainability over the long term.
Q
What are some of the most rewarding and exciting aspects of being a trader? What keeps you motivated?
A
Knowing that my work contributes to lasting economic development in Brazil and around the world fills me with pride and motivation. It’s incredible to be part of a vibrant industry that connects global markets, transforms lives and has a lasting positive impact on thousands of communities. I’ve found purpose in my work, and that drives me to seek out daily challenges that allows me to grow professionally. Doing what I enjoy keeps me focused and engaged.
Q
What do you know now that you wish you’d known at the beginning of your career?
A
Initially, I believed technical knowledge alone would be enough to succeed. Over time, I’ve learned that relationships, resilience and long-term thinking are equally important. Building strong partnerships, understanding cultural differences and navigating uncertainty with confidence are all essential to long-term success in trading.
