Cargill in Kenya Cargill has been active in Kenya since 1984 and now has around 300 employees based in Mombasa, Nairobi and Nakuru. Activities in the country include trading in wheat, maize, barley, fertilizers, cotton and engaging in financial markets. In 2014 Cargill acquired Lesiolo Grain Handlers Limited (LGHL), a bulk grain handling company based in the Nakuru region of Kenya, strengthening our ability to offer products and services to commercial farmers and smallholders in Kenya, as providing a reliable, sustainable source of grain for customers and end-users in the region. We are also active in tea sourcing, handling storage and related services.
Want to build a stronger, more sustainable future and cultivate your career? Join Cargill’s global team of 160,000 employees who are committed to safe, responsible and sustainable ways to nourish the world. This position is in Cargill’s animal nutrition and health business, where we improve lives through better nutrition. Our team researches, innovates and creates solutions that deliver healthy results for our customers.
Position Purpose & Summary
Cargill Health Technologies (CHT) is a business in the Cargill Premix and Nutrition group in the CAN Enterprise. Diamond V is a global animal health business in CHT focused on bringing immune strength products that help customers with food safety, animal health, antibiotic stewardship and performance improvements. Diamond V is headquartered in Cedar Rapids, IA but present in all major global markets.
The Business Development Director is responsible for developing and implementing the long-term distribution strategy for Diamond V in South Asia, Middle East and Africa. This involves identifying channels, scouting distributors and subagents who can successfully bring our products to targeted customer segments across the region. The incumbent will perform due diligence on prospective distributors and contribute to negotiations to formalize or adjust distribution arrangements. The Business Development Director will work closely with the IMEA Director, and the Strategic Marketing Leader to monitor the performance of the current distribution system and identify new areas of potential growth for the business. Other responsibilities include coordination of key in-house accounts, defining their needs and developing viable value proposition, structuring contracts, setting targets and performance indicators.
Principal Accountabilities
50% – CREATION OF DISTRIBUTION NEWORK
- Translates a long-term sales strategy, that targets specific customer segments, into an actionable distribution plan.
- Explores all possible channels of making the product available to the customer, whether being sold directly, or by pre-mix, complete feed, supplements or other modes.
- Designs a distribution plan that efficiently allows targeted customers to access products at Diamond V’s designated price point to enabling the desired value proposition.
- Identify and perform due diligence on international and regional players who have adequate assets in geographic footprint, customer book, talent, commercial ambition and business ethics that fit into the distribution plan.
- Lead negotiations with selected partners to formalize the distribution network
20% – KEY ACCOUNT MANAGEMENT
- Strategically develops and maintains relationships with large IMEA accounts, organizations and stakeholders to optimize value creation and delivery through the distribution channel or in-house accounts.
- Researchers and identifies client needs and strategically develops value proposition and customer intimacy.
20% – TRACKING OF DISTRIBUTION SUCCESS
- Review the development and growth of distributors to with the intent to increase revenue by identifying structural efficiencies. Work the IMEA Director identify growth potentials and expectations for current and new distributors.
10% – CONTRIBUTE TO IMEA STRATEGY
- Work closely with the IMEA Strategic Marketing Lead in identifying potential customers or market channels with that should be of focus for Diamond V.
Required Qualifications
- University degree, MBA plus Animal Nutrition or Health, DVM or Marketing
- 10+ years of experience in consulting, B2B sales leadership and key account management.
- Distribution management experience
- Demonstrated ability to manage financial elements of the business, including budgets, product margins and credit risk.
- Demonstrated ability to network and influence cross functionally while having a presence with customers backed by agility and courage.
- Strong knowledge of the feed, animal production and processing industry
- Fully proficient in English and preferably, Hindi, Arabic or French.
- Computer literate
- Proficient in negotiation and conflict management
- Excellent communication and interpersonal skills.
Our Offer
In return for your expertise and commitment, we will provide a fast paced stimulating international environment, which will stretch your abilities and channel your talents. We also offer competitive salary and benefits combined with outstanding career development opportunities in one of the largest and most solid private companies in the world.
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