Director of International Market Development

BinSentry is an extremely fast-growing ag-tech company. BinSentry is focused on providing solutions for the agriculture supply chain that helps increase efficiency, reduce costs, and enhance profitability. As a leader in the use of artificial intelligence, BinSentry offers technology solutions that pair best-in-class optical sensors with user-friendly software to provide our customers with enhanced forecasting and decision-making capabilities.
 
With our technology, feed mills, commercial grain handling facilities, and protein producers are enhancing feed ordering efficiency, raising healthier animals, improving employee safety, reducing their environmental footprint and - most significantly - uncovering new savings. Today, BinSentry is monitoring more than 20,000 bins in real time across North America. When it comes to the future of agricultural supply chain management, BinSentry is leading the way. For more information visit www.binsentry.com 

As we scale up, we're looking for a Director of International Market Development to build out BinSentry’s international footprint, starting with a newly formed partnership with Cargill Brazil. In the first year, this role will primarily serve as the key liaison between BinSentry and Cargill Brazil to ensure successful company expansion into the Brazilian market. 

Reporting to the VP of Sales & Success, the ideal candidate is strategically versatile and adept across Sales, Operations, Customer Success, and Project Management. Strong project management skills are critical to success in the position, as well as an understanding of sales and sales processes, operational excellence, and account management. After the first year, this role is expected to have the opportunity to build out other international markets, provided the initial expansion into Brazil is successful.

Responsibilities:

• Responsible for sales goal attainment, first in Brazil and later in other international markets
• Manage the partnership with Cargill Brazil, serving as the key liaison between the North American BinSentry teams and the Cargill LatAm teams, to ensure objectives, deliverables and timelines are met
• Facilitate training and adoption among international sales, customer success, and service teams
• When appropriate, lead sales pitches and facilitate deal closures to international customers
• Oversee international logistics to ensure product ships on time, with appropriate paperwork
• Solve new challenges and ensure forward progress as new issues or opportunities arise
• Manages overall project for delivery against targets in Brazil (and later, other markets)

30/90/180 Expected Outcomes

Within First 30 Days:

• Learn BinSentry’s product offering, sales processes, and operations capabilities, with an aim of applying core concepts to the Brazilian market
• Gain familiarity with the partnership agreement, Brazil growth plan, and current market factors
• Meet and set up an ongoing communication cadence with the Cargill Brazil team. 
• Establish leadership as the key point of contact between Cargill Brazil and BinSentry North America.
• Become familiar with the development schedule for WIFI enabled devices (a prerequisite for entry into the Brazil market)

Within first 90 Days:

• Articulate Brazil market potential; identify critical success factors and required actions to enable scale
• Develop project plan, including objectives and milestones for successfully hitting goals, and mutually aligns on these with the Brazil team
• Articulate a holistic logistics plan to manage product flow from NA to Brazil
• Create an initial view of any product gaps to achieve product / market fit in Brazil
• Has regular meeting cadence with the Brazil team and is driving meaningful progress towards objectives

Within First 180 Days:

• Develop assessment of Cargill’s progress against goals and near-term, longer-term implications for partnership and value creation potential
• Progress against management agenda and Joint Development Plan goals
• Ensure Wi-Fi enabled devices are on track to be delivered according to timeline
• Cargill Brazil team has knowledge and familiarity with BinSentry sales processes and is managing customers through the funnel
• Understand logistical and other potential challenges in Brazilian market, and is collaborating both with BinSentry and Cargill leadership to address
• Ensures contract deliverables are being met, by both BinSentry and Cargill

Skills:

• Project Management: Ability to create a plan with clear goals, timelines and metrics.
• Business Acumen: Strong skills in management, negotiation, logistics and operations and relationship management with partners and stakeholders.
• Market Knowledge: Understanding of the agricultural market in Brazil, including regulatory frameworks, customer needs, import laws and competitive landscape
• Communication: Fluency in Portuguese and English (verbal and written) is required; Spanish is a plus. Understands Brazilian culture. Capable public speaker and presenter.
• Technical Aptitude: Ability to understand and explain the technical aspects of agricultural monitoring devices.
• Leadership & Coaching: Capable of motivating partners to achieve sales goals, ensuring proper training and support. Capable of training internally about how Brazilian buyers differ from North American buyers.
• Financial Acumen: Proficient in forecasting, budgeting, and analyzing sales performance metrics.
• Training & Enablement Skillset: Able to train international team to deliver according to BinSentry best practices, across sales, customer success, and operations
• Cultural Aptitude: Familiarity and understanding of cultures outside of North America; experience in Brazil a plus.

Qualifications:

• Fluency in Portuguese and English (Spanish a plus)
• 4 year bachelor's degree or equivalent
• MBA preferred
• 4 years of experience in sales management and 2 business development, preferably in the agricultural technology or IoT sector.
• Experience working in and/or developing new markets
• Track record of achieving revenue targets and building strong relationships with partners or distributors.
• Proven experience managing external business partners or distributors, especially in Latin America or Brazil.
• Understanding of logistics (international a strong preference)
• Demonstrated ability to develop and execute go-to-market strategies.
• Background in managing complex sales cycles, including partner onboarding, sales enablement, and performance management.

Working Location:

• North American based, preferably based in Houston or Miami
• Willing to travel up to 50% of the time
• Valid US or Canadian passport