Senior Director, Marketplace - Brazil

Indigo is working to harness nature to sustainably feed the planet.  We have discovered a transformational opportunity to improve global crop yield and reduce the use of agricultural chemicals and fertilizers by utilizing the core microbiome inside plants to confer material yield and crop protection benefits across a variety of crops, geographies and stresses.  The challenge and opportunity for Indigo is to gain critical first mover advantages by scaling quickly and effectively (~$1B 2020 revenue.)

• The Senior Director, Marketplace - Brazil is ultimately responsible for ensuring the localized Offer creates value for its customers and users, as well as for Indigo. This individual will bring a deep understanding of Brazilian market dynamics and customer needs to develop and operationalize an adapted offer for the geography.
• Own the commercial performance of the offer in the geography with a defined strategy and roadmap that ensures the offer competes successfully in the market through marketing strategies and plans that communicate the features and benefits of new products to customers and users, developed in partnership with Marketing and other business functions.
• Own the operations and delivery of the offer in the local market, including establishing core functions required for local market operations and leading the coordinated efforts of these functions to deliver on business goals.
• Although a senior position with broad scope the person must be equally willing to play a hands-on role in managing the team and working collaboratively with in-country commercial teams, marketing, product development, etc.
• This position will be part of the LATAM LT, reporting directly to LATAM Head and dotted line to Global Marketplace leader.

Key Outcomes

Global Offer Management Support & Development of Geography Offering by:

• Articulation of the market problems to be solved and detailing the local competitive landscape
• Segmentation of the market and defining a clear distributing strategy that suits customer and segment needs
• Creation of the business case and co-creation and of the local offering roadmap
• Articulation of the archetypal user profiles and developing common use scenarios for each User Persona

Strategic Planning:

• Determine how to articulate the value of each product and service in the Offer Portfolio to all stakeholders
• Understand and document prospects' journeys up to the point of purchase
• Articulate the archetypal prospect profile for each product and service in the Offer Portfolio.

Implementation. Delivery. Execution.:

• Work with Marketing to create a marketing plan that articulates key programs and events that will be used to drive awareness, consideration, and transactions. Articulate how the these fit into the brand profile and overall corporate objectives
• Articulate the plan for engaging with prospects and existing customers to achieve revenue targets
• Articulate the launch plan to bring the products and services in the Offer Portfolio to the market for selling season or a new release
• Develop strategy to build understanding in the market of the value propositions of each product and service in the Offer Portfolio
• Define customer engagement funnel for both prospects and customers
• Identify advocates (e.g. market stakeholders who are influencers and customers) who are willing to give testimonials, case studies, and references that support the Offer and share with their networks on our behalf
• Define the metrics used to measure the performance of the Offer (from high-level P&L to engagement on specific service features)
• Provide needed market and solution information to internal and external teams such as for marketing programs and events, back-office operations teams
• Establish and support channel opportunities and activities to accelerate growth

Sales Enablement Tool Development:

• Align the sales team with each step of the user engagement funnel and detail the team’s sales motion at each stage
• Develop relevant content to be used for all stages of the customer engagement funnel
• Provide materials and training for the sales channel to use in the selling motion of each stage of the customer engagement funnel
• Equip channels to sell Offer products and services by sharing prospect value propositions and sales tools

Understands and embodies our mission & core values

• Excited by Indigo’s mission; believes that Indigo can fundamentally change the agriculture industry; can clearly articulate passion for our mission and values
• Optimistic and innovative; solution-oriented; shows no signs of cynicism
• Will be widely viewed as someone who personifies our core values, is committed to them, and leans on them when making decisions. Specifically:
  • Demonstrates a track record of high integrity - doing the right thing, owning mistakes, conducting oneself honestly
  • Values, communicates and interacts with others with high levels of transparency and respect
  • Collaborates well across functions; creates an inspiring and collegial work environment

Key Competencies

• Mission-oriented.  Strong alignment with Grain Marketplace value proposition and broader company values.
• Strategic Thinker. Can prioritize across business opportunities and product roadmap. Complex problem-solving capabilities.
• Results Driven. Solutions-oriented individual with a growth and disrupter mindset who embodies an entrepreneurial spirit.
• Comfortable with ambiguity. Resilient through change and agile enough to make pivots quickly.
• High Integrity; always does the right things.
• Effective project management credentials and hands-on experience in leading internal and external teams
• Thrives in a fast-paced environment, can-do problem-solver with demonstrated ability to energize and motivate the teams

Key Qualifications

• 10+ years of extensive leadership in the agriculture industry with expertise in farming, grain marketing, grain trading and preferably row crops.  Grain marketing and merchandising background is a must.
• Proven negotiation skillset.
• Experience with customer-centric solutions and owning margin or product line P&L.
• Has relationships in country with farmers, buyers, and major players (both interior & exporters).
• Experience successfully leading a business or product platform at scale across a matrixed, international organization.
• Capability to articulate different variables such as: logistics, taxes, regulations, etc.

Indigo is committed to living our values, specifically “creating a work environment where everyone feels respected, connected, and has opportunities to learn and grow.” As part of living our values, we strive to create a diverse and inclusive work environment where everyone feels they can be themselves and has an equal opportunity of succeeding.