About the Unit

Yara’s strategy entails the evolution of our offering towards more integrated, environmental and value-focused solutions, resulting in a more complex portfolio, combining new and traditional offerings and engaging differently with our customers and partners. To navigate the complexity of our business strategy successfully, our business models need to transform and our commercial approaches need to evolve towards stronger differentiation and value-orientation, omnichannel engagement and an amplified efficiency and effectiveness.

A go-to-market (GTM) strategy refers to the plan of how to deliver our products or services to a target market and gain a competitive advantage. It covers the entire process from product development to marketing, sales, and distribution. The goal of a go-to-market strategy is to effectively reach and engage the target audience, drive sales, and achieve business objectives. Typical components of a Go-to-Market strategy include market segmentation, value proposition, positioning, pricing strategy, distribution channel choices, sales strategy, customer support and service offerings, etc.

Go-to-market enablement, on the other hand, focuses on empowering the various teams involved in the GTM process with the necessary tools, resources, and training to execute the strategy successfully. This includes providing sales teams with product knowledge, marketing teams with effective collateral, and ensuring that all stakeholders are aligned with the overall GTM strategy. Enablement activities may involve training programs, documentation, technology tools, and ongoing communication to keep teams informed and motivated.

The Go-To-Market (GTM) Strategy & Enablement Director plays a pivotal role in crafting and orchestrating an effective approach to market entry and expansion, ensuring that all business units in the region are equipped with the necessary resources and strategies to succeed. The individual will be a key partner to the business units and innovation teams to enable the successful commercialization of new business opportunities, support key markets to reassess and reshape their commercial models, identify digital go-to-market opportunities and enable omnichannel engagement.

The Go-to-Market Strategy & Enablement Director will be expected to roll up his/her sleeves to get work done, while also structuring workstreams and providing guidance and advice to others.

Responsibilities

Define Strategy: Drive co-creation of GTM strategies, together with BU Commercial Leadership and Innovation teams, designed to improve product adoption, sales effectiveness and stakeholder alignment:

• Develop processes, frameworks and tactics that deliver consistency and improvements in overall effectiveness of functions that bring our solutions to market including Sales, Product Management, Innovation, Business Development, Marketing, etc.
• Collaborate closely with Innovation and cross functional BU teams to develop, design, and deliver specific and consistent GTM strategies and readiness plans for new product launches, product enhancements, migrations, etc.
• Collaborate closely with senior leadership to identify and operationalize GTM opportunities and translate that into execution.
• Provide a clear plan and direction for a product's market entry. Ensure ease to market by identifying product audience, their pain points, and the best approach to reach them.
• Drive Collaboration: Ensure cross-functional stakeholder engagement and optimization of available launch resources.
• "Provide a clear direction for all teams. Collaborate with other GTM team members and coordinate content marketing strategy, pricing strategy, pricing operations processes, value proposition, and sales process. All processes should be clearly defined and socialized to ensure a solid plan for growth. "
• Work cross functionally and with sales leadership to design the optimal sales roles, org structure, compensation plan and right levers to execute on our sales goals.
• Partner with sales leadership to design and execute a coordinated account planning process.
• Work with Innovation, Product Managers, Commercial Teams, Marketing, Communications, Customer Excellence, PMO, Operations in various respects to ensure delivery and strategic alignment across teams.
• Work directly with external clients and stakeholders to understand pain points, needs, opportunities.
• Ensure Execution: Own continuous refinement and tracking of product's key measures of success.
• Ensure the GTM organizations continue to make data-informed business and operational decisions as we grow, creating the right strategy and plan for the short, medium, and long-term.

Profile

Bachelor's degree in Business, Marketing, Product Management, or related field.

10 years of strategy and execution experience, specifically in go-to-market, sales enablement, marketing, product management or product strategy preferred
Experience and knowledge in B2B, B2C and B2B2C go-to-market environment. Experience in Ag-related and Food industries is a plus.

Generalist mentality - must be comfortable with taking on various responsibilities roles across multiple BUs and projects “in flight”. Goal oriented with the ability to work under pressure in a fast-paced and challenging environment.
Displays desire to continually learn and improve approaches and methodologies.
Structured thinker - quickly organizes and executes action plans, while also accounting for holistic impacts to strategy, commercialization, etc. as well as ability to identify new opportunities and risk mitigation. Comfortable with data analysis and how to translate into actions.
Superior communication skills - Strong written & verbal communication skills with understanding of communication mechanisms needed across a variety of levels within the organization.
Experience working with stakeholders and partners across all business units in the region, as well as numerous global functions, with an appreciation for market-specific nuances.
Extensive cross-functional experience across a variety of roles like sales, strategy, business development, partnerships/alliances, consulting, project management, and services delivery.
Advanced understanding key go-to-market principles, experience with defining and maintaining KPIs / OKRs for business or product, and components of product lifecycle management
Must be an independent self-starter who thrives working across various organizations
Ability to creatively tackle problems with limited resources and input
Enjoying to work in an international and high paced environment.

English (fluent), Spanish and/or Brazilian Portuguese is an advantage.

Ability to travel regionally and intercontinental, culture awareness, etc.

Additional Information

"As a global organization we actively strive to reflect diversity in society. Therefore, we encourage all qualified candidates from all backgrounds to apply. We are committed to creating a work environment that accommodates equality of gender and allows combining professional development with the needs of a family or other personal circumstances."

Contact details

TA Team:

Danna Mendez

Alex Castañeda

Ximena Quiroga

Apply no later than