Market Linkages Associate at TechnoServe Kenya

 Position Description:

• TechnoServe seeks an associate to facilitate upstream and downstream relationships for processors of nutritious foods in Kenya, toward creating a more inclusive sector. The associate will assist selected food processors supported under AINFP in three key areas; Smallholder Supply chains, Low Income / Bottom of the Pyramid (BoP) Markets, and High-End Markets.

 DUTIES & RESPONSIBILITIES:

 Smallholder Supply Chains:

• Develop and keep the up-to-date profile of demands / off-takers among food processors in various agricultural value chains
• Develop and keep the up-to-date profile of potential Smallholder Farmer suppliers such as individual farmers, groups, primary cooperatives, farmers’ unions, etc  
• Identify and undertake thorough monthly analyses of the demand and supply gap between smallholder farmers and food processors
• Organize one-to-one and group platforms for market linkages to facilitate negotiations between suppliers and off-takers.  
• Facilitate purchase agreements between processors and smallholder farmer groups/cooperatives. Encourage processors to invest resources in smallholder farm production to support quality and reliable supply.
• Ensure smallholder farmer groups/cooperatives understand processor product requirements.
• Regularly document the results and impact from the linkages formed: new smallholders or aggregators supplying raw materials to food processors, volumes and value of raw materials supplied, etc

Low Income / Bottom of the Pyramid (BoP) Markets

• Identify innovative approaches such as digital opportunities to BOP market expansion
• Through both secondary and primary information sources, document low-income market channels, behavior and preferences.
• Develop and keep roster of key BOP market players and build networks.
• Identify food processors with products that are relevant to the BOP market, keep roster and build relationship
• Identify strategies to deepen penetration of BoP markets with nutritious foods, including new product development, packaging, pricing and promotion, and development of new distribution channels.
• Identification and mobilization of innovative distribution channels, building on existing structures where feasible, e.g. informal retailers, community-based distributors, consumer associations etc.
• Build relationship and seal deals between food processors and BOP market distributors through facilitating B2B meetings or other forms of market linkage platforms
• Support food processors and BOP market distributors in contracting and contract negotiations.
• Regularly document the results and impact from the new distribution channels: new distributors to low income consumers, volumes and value of products sold etc

High End Market

• Identify and keep profile of potential high end market buyers (including local and national supermarket chains, wholesalers, retailers, distributors etc) that can source for nutritious foods local processors.
• Identify and keep profile of potential food processors that seek and are able to supply to high end markets.
• Undertake thorough and regular analyses of high end market buyers, channel, behaviors and preferences
• Support the AINFP team to plan and provide technical assistance to food processors to meet market demands of high-end buyers
• Assist in contracts development between high end buyers and processors
• Regularly document the results and impact from the new distribution channels: new high end buyers, volumes and value of products sold etc

  Required Skills, Knowledge, Experience and Abilities:

• Bachelor’s degree Economics, Business Management, Marketing, or related areas.
• At least 2 years’ professional experience in food market systems, including experience working in the private sector.
• Successful experience linking smallholder farmers with buyers, particularly processors.
• Proven experience working with Base of the Pyramid Markets
• Experience with agricultural commodities preferred.
• Strong analytical skills
• Strong interpersonal and cross-cultural skills.
• Excellent oral and written presentation skills and good computer skills in business software (Excel, MS Project and PowerPoint).
• Excellent verbal and written communication skills.