Head of Input Sales & Agronomy


Tulaa is an award-winning for-profit technology start-up that is disrupting the agriculture sector in Africa. We are a marketplace for small-scale farmers to access inputs on credit and buyers at harvest time. Our vision is to become the leading marketplace driving rural commerce in Africa.

The Head of Input Sales & Agronomy will have full responsibility over all aspects of the inputs side of our platform and have a unique opportunity to design and execute our strategy to acquire and service a large network of independent agro-vet retailers across Kenya. This channel is vital to expanding Tulaa’s credit-backed input sales and will become an important competitive advantage for the company. We are looking for someone who has a proven record of success in building sales channels, understands the science of farming, cares equally about EBITDA and social impact, and is excited to join an early stage, fast growing start-up.

About the Role

  • Overall responsibility for the design and execution of the company’s strategy to acquire and retain farmers as input customers through multiple channels, especially independent agro-vet retail shops as a key channel for sales of inputs on credit
  • Manage a team of field-based account managers and office-based call center agents to acquire customers and retailers and to ensure on-time fulfillment of orders every time
  • Develop and manage clear, measurable KPIs to achieve sales targets
  • Manage retailer-distributor-brand owner relationships to ensure on-time delivery of inputs every time
  • Design and deliver effective trainings of account managers and call center agents on sales strategy and tactics, agronomy, and our product offering
  • Collaborate closely with Finance and others to ensure appropriate design and application of incentives that delight staff and retailers and yield a high ROI
  • Conduct data-driven segmentation of farmers and retailers using relevant criteria such as location, crops, annual turnover, business acumen, etc. and tailor our acquisition and retention strategies accordingly
  • Select quality inputs to offer farmers on our platform based on best practices in agronomy, growing conditions for farmers on our platform, and availability and affordability of product in the market
  • Maintain up-to-date, accurate crop calendars for each value chain
  • Manage the development and delivery of quality agronomic content via the Call Center and SMS
  • Promote Tulaa and its offerings by attending farmer field days, ASK shows, meetings with farmer groups together with account managers
  • Develop and execute on a strategy to enlist Lead Farmers as low-cost commissioned agents to sell inputs on credit through our platform
  • Work closely with Credit on the timely delivery of affordable input credit through the multiple channels
  • Collaborate across the company to ensure a seamless user experience from inputs and credit through to advisory and market linkage
  • Manage all retailers for sales growth and customer satisfaction
  • Assist CEO in securing and maintaining relationships with input supply partners
  • Systematically collect customer feedback – through qualitative and quantitative research methods – on inputs provided and farm-level results, translate that data into proposed product/service enhancements and collaborate closely with Product & Engineering to bring those to life
  • Assess new value chains to expand into and products to offer based on market trends and best agronomic practices
  • Serve as Tulaa’s point of contact for any issues related to the science of farming
  • Act as a thought partner with the Board of Directors, CEO, CFO and Chief Product Officer on all aspects related to the provision of inputs on credit on our platform
  • Represent Tulaa externally to continue to strengthen our position as a leading ag-tech and fintech innovator
  • Contribute to raising the bar across the company in terms of performance, reliability, EQ and grit

About You

  • Bachelor’s degree in business or related field required; advanced degree strongly preferred
  • A minimum of 7 years of experience in business, preferably in supply chain and/or enterprise sales in the inputs industry
  • Formal training as an agronomist strongly preferred
  • Track record of training and managing field-based sales teams for results
  • Proven success in assessing the needs of rural customers and turning them into profitable products
  • Alignment with our core values, which are Get Your Boots Muddy, Do the Right Thing, Act Like an Owner, Be Passionate and Persistent, and Go Farther Together
  • Passion for poverty alleviation and/or using technology for good
  • Original thinker – you have brought an innovative idea to life before
  • Process and data driven – process flows, KPIs and metrics make you happy
  • Detail oriented – you always measure twice and cut once
  • Empathetic leader – your EQ is at least as high as your IQ
  • The fast (sometimes chaotic) pace of a start-up environment is your comfort zone
  • Fluency in Swahili strongly preferred

Tulaa is an equal opportunity employer and actively encourages diversity of gender, race, age, political affiliation, physical ability and/or sexual orientation. For more information, please contact hr@tulaa.io.