Market Development & GTM Lead

Company Description

Kishor Kalyanji Corp LLP, founded in 2021, operates with a focus on excelling in the agri-commodity trading sector. Despite being a new venture, the company is backed by the extensive experience of its partners, who bring strong management skills, decades of trading expertise, and exceptional liaison capabilities. These strengths position the company for success in its market.

• Location: : Mumbai (HQ), Maharashtra, MP, Gujarat and Karnataka Field Work
• Reports To: Business Head – Organic Pesticide Enzyme based

Position Overview:

•  Build the market for the initial enzyme product; drive product awareness, differentiation, and adoption across dealers/distributors, FPOs/CBBOs, and farmers.

Mission:

 Launch and scale the first enzyme product from zero to repeatable demand by designing and executing a cluster-based GTM: clear value proposition, proof-driven demos, channel activation, and farmer education that converts trials into sustained usage.

Key Responsibilities:

 GTM Design & Segmentation

 Define micro-markets (crop, season, acreage, input spend), buyer personas (dealer, FPO agronomist, lead farmer).

 Choose pack sizes/pricing corridors; recommend schemes and launch offers that protect price realization.

 Value Proposition & Claims

 Translate technical performance into on-farm benefits (yield, input savings, crop quality).

 Build a claims & evidence library (trial protocols, data sheets, FAQs, objection handling).

 Channel Activation (Dealers/Distributors/FPOs/CBBOs)

 Recruit and onboard priority partners; set productivity targets and incentives.

 Run dealer clinics, FPO agronomy sessions, and co-branded field days; manage visibility (POSM, planograms).

 Farmer Demand Generation

 Design demo programs (plot selection, side-by-side protocols, data capture, testimonial harvesting).

 Build lead-farmer networks, WhatsApp communities, and referral loops; coordinate with local KOLs/input shops.

 Partnerships & Business Development

 Structure MoUs with FPOs/CBBOs (pricing, volume, service model, agronomy support calendar).

 Identify institutional pilots (co-ops, large growers) that double as proof hubs.

 Enablement & Content

 Create multilingual collateral: product guide, quick pitch, training decks, video explainers, WhatsApp bite-sizes.

 Train sales reps, distributor staff, and FPO field teams; certify via simple assessments.

 Operating Cadence & Analytics

 Own GTM dashboard: leads, demos, conversions, repeat, ASP, partner throughput, price realization.

 Run weekly reviews with Sales/Field; tight loop on feedback to R&D for claim sharpening and packaging tweaks.

 Decision Rights

 Approve GTM content/claims usage, demo protocols, and local activation calendar.

 Recommend channel programs/incentives; select pilot clusters and partners (with Business Head sign-off on spend).

Qualifications & Skills:

 Experience: 6–12+ years in agri-inputs/biostimulants/crop nutrition (market development, product marketing, or rural BD).

 Must-haves: Proven record launching products in rural India, working with FPOs/CBBOs and dealer networks, running demos that convert, and building farmer communities.

 Skills: Storytelling from data, basic agronomy comfort, training & facilitation, CRM hygiene, WhatsApp/digital activation, vendor/agency orchestration.

Education:

Agri/biotech/agri-business degree preferred; MBA a plus. Multilingual ability for target states is valuable.

 Mindset: Field-first operator, metrics-driven, hands-dirty execution with crisp documentation. KPIs

 Market penetration: active dealers/FPOs, partner throughput/month, district coverage.

 Demand generation: demos run, demo→purchase %, CAC per farmer, 90-day repeat/retention %.

 Commercial quality: price realization %, discount leakage, mix by pack size, contribution/cluster.

 Content & training: # trained/certified channel reps, content usage rates, NPS from trainings.