Marketing and Business Development Specialist Full-Time

Background

The USAID Mozambique Feed the Future Agricultural Innovations Activity (FTF Inova) is a five-year, $20.9 million project, funded by USAID, that works to increase equitable, pro-poor  agricultural growth by linking private and public actors in the market and helping them to adopt innovations.. FTF Inova is supporting Luteari, a small input distributor in Mozambique, Manica Province, to establish demand driven inputs distribution system and expand retail of inputs to the last mile at scale. In order to achieve this objective, Luteari intends to pilot a community based system, with proper performance management and incentives to the clubs and agents. Farmers would place orders through Luteari’s local agents or via the buyers’ clubs within the community. The aggregation of orders would allow Luteari to improve the efficiency of its distribution network. Luteari will also work with a FTF Inova fellow, a volunteer consultant, that will help them with the proposed intervention.

Objective

The overall goal of this assignment is to support Luteari in their effort of establishing a network of trusted agents, as well as a marketing approach based on delivering value to smallholder farmers improving their fidelization. The specific objectives of the assignment are:

•  Assist Luteari prepare a business model that can deliver value to its customers;
• Prepare engagement and training guides for community agents and buyers’ clubs representatives;
• The assignment will require accomplishing at least the two following main tasks:

1. Developing a Business Model;
2. Based on the business plan developed, the specialist will provide technical support to Luteari, to piloting of buyers’ clubs and agent-based customers’ engagements. The pilot should help Lureari to identify and in the long-term embark on cost-effective retail expansion and distribution systems and create durable relationship with buyers of inputs, particularly SHFs;
3. Provide Training to Trainers (ToT).

Methodology

The marketing and business development specialist will conduct all work in close collaboration with the FTF Inova partner (Luteari) and the FTF Inova technical team. The tasks outlined below are expected to shift based on the feedback and inputs received from the FTF Inova partner, while fulfilling the overarching goals of the assignment as described above.

First Field work: o/a 1-10 May 2018 Chimoio with travels to the districts (8 days LOE+2 travel days) o/a 1 st week of May.

1. Meet with Luteari’s Director and their team to understand the current business model, and identify gaps in their business plan;
2. Review of current promotional and fidelization practices and business model and development of a retail expansion plan for rural areas;
3. Support Luteari to develop business plan that links target communities to Luteari on a commercial basis for example stablishing buyers’ clubs, direct marketing tactics etc;
4. Develop tool to identify, target and incentivize a high potential community and community based- agents;
5. Develop agent’s self-selection criteria and incentive modalities, training modules for sales-agents and buyer club president. Remote work: ( 5 days LOE).
6. Develop training modules for the community based agents and community buyers’ club’s members;
7. Refine Finalize the business model;
8. Develop management and customer tracking/ profiling tools that Lutrea uses to manage community based agent and their customers. Second Field Work – Chimoio.(8 days LOE + 2travel days) o/a 2 nd week of June 2018.
9. Work with Lureari team and FTF Inova Fellow to outline practical implementation strategies and tactics based on the business model develop to engage community-based agents and pilot buyers’ clubs.
10. Work with Luteari team and Fellow to define marketing tactics for smallholder farmers;
11. Provide Training of Trainers (ToT) training to Luteari staff such that they will be the acumen to rollout the training for the community based- sales agents and buyers’ clubs’ representatives.

Deliverables

• Develop a business model (as specified above and should include strategy and tactic for selecting community based agents and criteria for their Key Performance Indicator (KPIs), and the compensation/incentive modalities) that Luteari practically use for their day to day operations to engage high performing community based agents and fidelazation of smallholder farmers. The business model should be presented in a simple way and can easily be understood by Luteari staff. This deliverable should be delivered by the end of the second field work and can be presented using PowerPoint presentation with graphical illustration;
• Concise and step by step training for trainers in how to perform the training for the the community based agents and buyer club’s representatives. This should be delivered by the beginning of the second field work;
• Concise and step by step training module and guides for community based agents and buyer club’s representatives. This should be delivered by the beginning of the second field work.

Reporting

• The Marketing Specialists will report to the Chief of Party or his designee;
• Primarily the Consultant will work with the Director General of Luteari or her designee(s)

Qualifications

• Advanced degree in relevant field, such as marketing, business, agribusiness;
• 7 plus year of experience;
• Advanced abilities in reading, writing, and speaking in Portuguese