Director of Business Development and Sales

Crop One Holdings Inc.

Description:

Founded in 2012, Crop One Holdings, Inc.® is a cutting-edge indoor farming operation. We use advanced hydroponic technology and proprietary data analytics to provide pure, safe and consistent produce year-round. Our innovative systems require 95-99% less land and water than conventional farming and slash financial and environmental transportation costs by locating farms close to consumers. Crop One Holdings is the owner and operator of two subsidiaries, a joint venture with Emirates Flight Catering in Dubai, UAE and FreshBox Farms in Millis, MA. If you are motivated to help solve the world’s food problems, we want you on our team!

As our Business Development leader, you will be a critical member of the Crop One team providing leadership and overall responsibility for overseeing the process of business development within our company to promote its longevity. The duties include working closely with other company executives and management teams, meeting with potential business partners and maintaining existing client relationships as well as monitoring market trends to come up with new business ventures. This role engages and informs the senior management team of issues, changes and trends in the market conditions and competitive market position of the organization. The Business Development leader will be a growth-oriented leader responsible for all project market analysis, forecasting, sales reporting and collaborating on farm development opportunities. We are looking for someone who will drive business outcomes, is self-motivated to reach out and bring in new global business, is focused on continuous improvements, helps establish priorities, resolves problems, and streamlines processes. This position will report to the Chief Operating Officer.

RESPONSIBILITIES:

  • Pursue new business development opportunities as well as maintaining relationships with current interested parties
  • Conduct initial outreach & contact with new partners
  • Maintain and develop investor relationships
  • Follow industry trends locally and internationally to help team stay up to date regarding the market/industry at a global scale
  • Work with senior team members to identify and manage company risks that might prevent growth
  • Create a systematic approach to identify and establish deep relationships with strategic business development partners including understanding their overall strategy, key priorities, organizational structure, customer value proposition, roadmaps, and go-to-market focus
  • Initiate outbound business opportunities and respond to and screen inbound business opportunities
  • Conduct market and competitive research to drive strategic decision-making and prioritization
  • Qualify, structure, negotiate, close, and manage strategic business development partnerships
  • Work cross-functionally with all internal teams and lead cross-functional efforts to 1) evaluate and assess the strategic and economic impact of potential opportunities with prospective partners and 2) implement business strategies, scale operations, and launch new products
  • Develop business cases, structure models and analyses to support go-to-market and business planning
  • Structure complex business development problems into meaningful insights and actionable recommendations for the Company

PLAN, MANAGE, EXECUTE THE BUSINESS DEVELOPMENT PROCESS:

  • In collaboration with the Strategic Growth & Partnerships Team, help define and recommend target markets for the 5 Year Profitability Plan (final market selections for ongoing 5 Year Profitability Plans to be approved by CEO, CFO, BOD). Includes all market research required (i.e., macro market conditions, size of market and potential, preparing a competitive analysis, compiling a comprehensive list of all potential customers (off takers) in the market, price comps, etc.)
  • With support of the Marketing and Strategy teams, develop the business plan framework for Crop One’s go-to-market strategies
  • In collaboration with Crop One Marketing, develop the company’s roadmap and brand strategy for new product development
  • Coordinate with Crop One Marketing and Public Relations to identify and participate in publicity events to enhance sales and marketing campaigns. Collaborate with other senior leadership team members to define farm parameters per target market (scale of farm, product portfolio mix, etc.)
  • Define sales channel strategies for each farm.
  • Define pricing strategies for each sales channel chosen working with Crop One Senior Leadership Team members.
  • Develop, with the finance team, preliminary operational financial models and P&Ls for each potential farm project to assess project viability (to EBITDA level).
  • In collaboration with the Farm Development & Finance teams, work within identified target regions to identify and secure farm projects
  • Lead the collaboration with local municipalities, Economic Development Councils (EDC), and additional consultants to secure strategic partnerships
  • Proactively engage with local officials and federal representatives to promote farm development, community engagement, and public awareness
  • Coordinate with Farm Development and the local Economic Development Committee to secure incentives and tax breaks
  • Lead the collaboration with local municipalities, Economic Development Councils (EDC), and additional consultants to secure strategic partnerships

CUSTOMER RECRUITMENT (OFFTAKES):

  • Responsible for identifying, vetting, selecting, and recruiting offtakes for each farm. Some offtakes will be contracted, and others will not be depending on the offtake. Responsible for making sure contracted offtakes are vetted financially to make sure they have excellent credit / investment “grade” and are capable of purchasing the amounts they are contracted to buy.
  • Negotiate and close all offtake agreements (in cooperation with our legal counsel and finance department)
  • Offtake recruitment will be initiated, at the earliest, right after a lease agreement, project financing or a purchase agreement is signed for any given farm. Successful offtake recruitment may take place later given the lack of sellable product available during the farm’s initial farm build process.
  • Secure LOIs/MOUs with off takes to secure commercial cooperation prior to farm construction completion.

SALES MANAGEMENT (AFTER FARMS ARE BUILT):

  • Manage all sales processes once a farm is built and operational where COH is authorized to do so (depending on a farm business structure with investors and other partners).
  • Develop the annual sales plans, KPIs, and corresponding annual sales budgets for each farm.
  • Attract new clients by innovating and overseeing the sales process for the business
  • Identify and research opportunities that come up in new and existing markets
  • Prepare and deliver pitches and presentations to potential new clients
  • Combine efforts and foster a collaborative environment within the business as a whole
  • Communicate with clients to understand their needs and offer solutions to their problems
  • Create positive, long-lasting relationships with current and potential clients
  • Responsible for managing the sales teams for each farm that is built. In collaboration with other departments this includes – assisting with: hiring, training, sales force compensation and organization, motivating and coaching sales teams, and performance management of sales teams.
  • Make sure all sales teams cooperate/collaborate positively with the Marketing department and to make sure each sales team is executing and achieving their assigned marketing plan activities as per the marketing department’s annual marketing plan.
  • Make sure that every sales team is following the company’s sales process SOPs including the use of the company’s CRM system.

REQUIREMENTS:

  • Bachelor’s degree in business administration, marketing, management, or related field required
  • 4+ years of work experience in strategy, business development, management consulting and both in project management and sales side of running a business
  • Strong customer service and sales skills for generating leads
  • Advanced presentation and persuasive skills
  • Excellent leadership and teamwork skills
  • A leader who can communicate and execute goals and objectives working with all stakeholders: employees, users, customers, investors, ecosystem partners and analysts
  • Strong communication and interpersonal skills for building meaningful relationships with internal and external stakeholders
  • Extensive knowledge of productivity tools and software
  • Attention to detail and organization skills for honing in on each necessary task
  • Advanced decision-making and problem-solving skills
  • Humble, collaborative, and transparent leader who can motivate the team and work cross-functionally with teams in person and remotely; Team player with proven track-record of collaborating with internal business leaders. Ag Experience or Cleantech experience a plus
  • Strong analytical and problem-solving skills; as well as excellent attention to detail
  • Ability to draw conclusions from research and analysis and determine next steps and course of action
  • Ability to thrive in a fast-paced, data-driven, entrepreneurial culture
  • Strong, innate appetite for growth and constant improvement
  • Maintains a clear focus on accuracy, quality, timeliness and business performance
  • Excellent written/verbal communication skills, executive level presentation skills
  • Strong computer skills including Microsoft Office suite, CRM, specifically advanced Excel expertise

To apply for this job please visit www.careerjet.ae.

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