This role is focused on discovering and qualifying buyers, running trials and samples, and rigorously testing the unit economics of various value chains to determine which crops, buyers, and models are financially viable. The analyst will translate specific buyer needs into practical operational rules, quality checks, and simple commercial contracts for implementation by field teams, authorized partners, and the FarmCloud platform.
Key Responsibilities
Market Discovery & Buyer Research — Primary (~60%)
You will build a disciplined buyer pipeline and a readily actionable buyer-requirements library:
- Find and profile various buyer segments, including local processors, traders/aggregators, institutional buyers, and export-adjacent firms.
- Run structured conversations (using provided templates) to accurately capture and document critical information: crop types, quality specifications, allowable moisture levels, packaging standards, traceability needs, indicative price bands (not negotiated prices), minimum and trial volumes, payment terms, and buyer expectations.
- Record all findings in a detailed buyer intelligence file: buyer name, contact, date, notes, and a concise, factual summary of their requirements. Only documented inputs are acceptable.
- Maintain a buyer prioritization framework to focus efforts on buyers capable of scaling volume and ensuring timely payments.
Trial & Sample Coordination (~25%)
You will manage the practical process required to convert buyer interest into acceptance:
- Coordinate the preparation, packaging, and delivery of samples, ensuring precise drying according to agreed Quality Assurance (QA) rules.
- Utilize a structured feedback form to capture detailed buyer responses and specific reasons for rejection or acceptance.
- Maintain a clean pipeline: Leads → Active Trials → Trial Outcomes → Repeat Interest / Negotiation.
- Ensure that all lessons derived from trials are immediately communicated to the Field, Product, and QA teams to facilitate necessary operational and product fixes.
Unit Economics & Assumption Testing Support (~15%)
You will assess the financial viability of value chains by comparing buyer prices against actual operational costs:
- Collaborate with the Grants and Partnerships Lead and the Business Growth and Enablement team to compare buyer price bands against the real costs involved (drying, collection, packing, transport, commissions).
- Clearly articulate which value chains are viable and which are not, identifying the underlying reasons. Flag potential margin or payment risks early.
- Develop simple, usable financial scenarios, including break-even analysis, sensitivity to price swings, and the financial impact of late payments. Models must be correct and readable.
Other Responsibilities
- Map complex agricultural value chains (including mango, chilli, ginger, onions, coffee, tomato, and spices), identify operational bottlenecks, and propose effective fixes.
- Define QA and traceability rules, leveraging FarmShield logs as evidence for buyers. Work closely with the Product team to ensure FarmCloud effectively supports batch traceability, inventory management, collection scheduling, and buyer orders.
- Design scalable aggregation models (hub, co-op, authorized partners, micro-collectors) that maintain quality, pool volumes efficiently, and facilitate traceable payments.
- Lead buyer negotiations for MOUs and offtake terms, covering price, quality, volume, and payment timelines. Operationalize key performance indicators (KPIs) and dispute resolution rules.
- Forge necessary partnerships with aggregators, financiers, and government bodies to support buyer financing or advance payment structures.
- Produce concise, actionable market briefs and analytical dashboards.
Qualifications & Experience
Education
- A degree in Agricultural Economics, Horticulture, Agribusiness, Supply Chain, Development Studies, or a similar field is required.
- A Master’s degree is considered useful but is not mandatory.
Experience
- Good experience (2 – 3 years) in market access or value-chain related roles within the sector.
- Direct prior experience working with agricultural buyers, processors, or exporters.
- Hands-on experience in designing aggregation/collection models and negotiating formal MOUs/offtake agreements.
- Field experience in East Africa, particularly with high-value crops like mango, chilli, coffee, tomato, or spices, is a significant advantage.
Technical Skills
- AI Proficiency: You must be proficient in using AI tools such as ChatGPT or Gemini. Premium account access will be provided to optimize your workflow.
- Data & Financial Modeling: Strong command of Excel modeling. Comfortable utilizing both Google Sheets and Microsoft Excel.
- Value-Chain Methodology: Comfortable with core value-chain methods, including actor mapping, gross margin analysis, and cost-to-serve calculations.
- Experience with digital platforms or traceability systems is an advantage, demonstrating an understanding of how software and sensors translate into commercial proof.
Practical Traits & Competencies
- Field Orientation: Willingness to travel to the field and execute tasks effectively, even in dusty places.
- Organization: Ability to maintain clear notes and run tidy operational pipelines.
- Contractual Translation: Skill in translating complex buyer requirements into simple Standard Operating Procedures (SOPs) and commercial contracts.
- Optimization: Ability to sense-check assumptions using AI and leverage these tools to optimize work processes.
- Core Competencies: Practical analysis (turning field facts into financial sense), strong negotiation skills (closing MOUs and securing reliable partners), delivery focus (converting strategy into operational SOPs), clear communication (short, factual reports with no fluff), and systems thinking (collaborating with Product and Data teams to ensure technological solutions serve buyer needs).
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