Business Development & Market Expansion Manager

1. Business development and market expansion

• Identify priority territories, crop segments and customer needs through market opportunity assessments, distribution mapping and competitor analysis.
• Develop annual and seasonal market expansion plans covering sales potential, budgets, timelines and expected returns; submit plans to the Head of Sales and TOM for approval.
• Lead approved pilot projects and business development initiatives with cooperatives, farms, crop production areas and agricultural service partners; recommend adjustments or expansion.
• 2. Channel development and distributor capabilities
• Partner with DORs/ASMs to identify, assess and develop new C1 distributors and C2 retailers; improve active distribution coverage, outlet quality and SKU presence.
• Develop joint seasonal business plans with priority C1 distributors covering C2 development, product mix, sell-out, inventory and payment commitments; review performance quarterly.
• Support C1 distributors in improving sales capabilities, customer service and data use; coordinate training and implement improvement plans.
• Support Map Club C1/C2 activation, QR program participation and repeat purchases in accordance with approved programs.
• 3. Demand generation and strategic portfolio development
• Collaborate with Marketing, FS and regional Sales to develop crop-based commercial plans and drive adoption of strategic products within approved registrations and product claims.
• Link field demonstrations, farmer meetings, in-store activities and product launches to lead generation, first orders, sell-out and repeat purchases; assess commercial effectiveness.
• Build relationships with influential growers, cooperatives, technical experts and relevant associations to broaden market reach.
• 4. Market intelligence and business performance
• Monitor market trends, competitor pricing, channel programs and customer feedback; recommend improvements to the go-to-market approach.
• Manage a pipeline of qualified business opportunities; provide weekly and monthly updates on progress, forecasts and risks to the Head of Sales.
• Track incremental net sales, contribution profit, active new customers, repeat purchases and pilot performance against agreed targets; coordinate receivables and inventory reviews with regional Sales and Finance.
• 5. Cross-functional implementation and handover
• Coordinate approved projects with DORs/ASMs, Marketing, Field Services, Finance, Supply Chain, Legal and system administrators; maintain complete customer and project records.
• Agree on sales attribution and account ownership before implementation; hand over established accounts and scalable models to regional Sales with clearly documented responsibilities.

• Education and knowledge
• Bachelor’s degree in Agronomy, Crop Protection, Agricultural Economics, Business Administration or a related field; sound knowledge of crops, growing seasons and C1/C2 distribution channels.
• Experience
• At least 7 years of experience in crop protection, crop nutrition or a related agricultural business, including 3 years in business development, channel development or regional sales management.
• A proven track record of opening new markets, developing active customer accounts or commercializing products, demonstrated through sales, repeat purchases and returns on investment.
• Skills
• Commercial planning, market analysis, financial evaluation, negotiation and project management.
• Strong communication, presentation and cross-functional collaboration skills; customer focus and accountability for results.
• Proficiency in Excel and PowerPoint; working proficiency in English for presentations and reports, CRM experience is an advantage.
• Willingness to travel frequently within assigned markets.