Go to Market Lead - East Africa

Role purpose

• Define sub-regional strategic and operational GTM plans to enable countries to deliver tailored solutions on country level.
• Enable countries to activate their go-to-market strategies and ensure a successful introduction of biotech technology in EAF
• Propose a GTM strategy for given cluster of countries to the GTM strategy lead, meeting customer needs.
• Accountable for developing and implementing relevant crop Go-To-Market (GtM) strategies and campaigns for key farmer and channel segments with the view to achieve sustainable profitability and market share consistent with the KPI’s, by satisfying current and future customer needs through tailored solutions in East Africa (EA)
• Enable East Africa (EA) to execute effectively on their go-to-market strategies.
• Represent Customer Marketing in the leadership team of East Africa

Key responsibilities and tasks

• Define what products/ solutions are needed to achieve crop strategies, and coordinated with Segment/ Project management to ensure availability of such products/ solutions
• Created value proposition of products and solutions based on input from (customer) Marketing teams on country level and ensure that there are clear bridges to the Campaign Activation Team
• Coordinate the portfolio review annually conjointly with the CP Champion Lead for Africa, coordinating rituals locally in EAF with clear local portfolio analysis (Strategic Guidance ABCD Model)
• Design and follow-up on actionable territory plans to enable consistent and effective execution across countries
• Analyze the sub-regional crop market, macro-trends and competitor strategies to identify new business opportunities based upon unmet needs of current and new customers, including partners in the food value chain.
• Lead, prepare and manage sub-regional GTM meetings, contribute to the definition of regional Must Win Battles (MWBs) and Objective Key Results (OKR´s)
• Coordinate and manage the strategy integration and tactical activation in EAF across MD, GTM, Campaign Activation and Commercial Steward and implement the GTM planning calendar for EAF
• Develop & implement short, mid and long term integrated Go to Market (GtM) strategies and campaigns for relevant crops, adapting GTM strategies to EA key customer segment needs and requirements.
• Ensure that GtM strategies are effectively executed through tactical marketing plans based on customer segmentation
• Collaborate with business intelligence and customer insight team to generate necessary customer insight to develop customer centric GtM strategies and aligned campaigns
• Ensure efficient implementation of key Stewardship measures as part of the tailored crop solution and GtM strategy
• Collaborate with internal and external partners to effectively ensure the development and implementation of GtM strategies
• Identify new and innovative (disruptive) ways along with cluster teams to drive and grow the business in EA

Experience, Skills and Qualifications

• Degree in Agronomy, Agriculture or Business Administration.
• Minimum 5 to10 year’ experience in marketing and/ or sales.
• Solid knowledge of agricultural systems and farm agronomy with relevance for the region.
• Ability to develop and apply meaningful customer segments based on deep understanding of customers insights.
• Ability to utilize complex data points in order o understand market trends and anticipate future requirements.
• Ability to develop, differentiating strategies based on compelling and novel solutions for customer needs
• Ability to develop, foster and utilize a broad base of networks at all levels of the organization and across geographies
• Ability to drive change in complex and stable organization without disrupting mutual aligned business processes to reach business targets. Ability to develop and integrate grower segment insights/ needs into innovative GtM strategies to expand customer base and grow the business
• Ability to collaborate/communicate with and develop internal and external partnerships
• Track development of talent