Product and Partnerships Lead

About Farm to Feed 

Farm to Feed is a Kenyan agri-tech startup dedicated to reducing food loss and waste by creating a market for farmers’ full harvest. Founded in April 2020 as a COVID-19 relief initiative, it has evolved into a scalable model that connects smallholder farmers with buyers, ensuring that also edible but cosmetically imperfect fruits and vegetables reach consumers instead of going to waste. 

Farm to Feed is building the digital backbone for efficient, transparent supply chains in Kenya, connecting suppliers and producers to commercial kitchens and institutional buyers through one integrated platform. Our purpose-built ERP powers procurement, real-time inventory, receiving, dispatch, pricing and finance, working hand-in-hand with our B2B e-commerce and supplier mobile app to reduce manual work, improve fulfilment performance, and strengthen traceability and data quality from sourcing to delivery across multiple product categories. We are a practical, execution-driven team that ships what moves the needle in operations and customer experience, using data to learn fast and scale what works. 

Role Summary 

Ensure Farm to Feed's product offerings outside our fresh produce range — our Partner Product portfolio and our Ready-to-Use (RTU) range of semi-processed and processed food ingredients — competitively position Farm to Feed as the go-to supplier of sustainably sourced products to B2B and commercial clients. You will identify and onboard mission-aligned suppliers, promote and grow the RTU range, manage commercial partnerships, develop category strategies, and ensure operational excellence across sourcing, pricing, inventory, ERP integration, logistics, invoicing, quality, and customer experience.

What You’ll Do

Strategic Portfolio Development

• Own the long-term strategy for the partner product portfolio, expanding the basket offering in line with customer demand, market trends, and Farm to Feed's mission.
• Promote and grow the Ready-to-Use (RTU) range of semi-processed and processed food ingredients as a core part of the portfolio strategy.
  

Supplier Identification & Partnership Development

• Identify, evaluate, negotiate, onboard, and manage high-quality supplier partnerships; conduct regular supplier performance reviews.
• Negotiate commercial agreements covering pricing, payment terms, rebates, promotional funding, exclusivity, SLAs, product availability, and marketing support.
  

Commercial Performance, Pricing & Market Intelligence

• Take full commercial ownership of the portfolio — revenue, gross margin, contribution margin, basket penetration, and category profitability.
• Own market intelligence for the B2B and commercial kitchen segment — understanding what large-scale and commercial kitchens need, matching demand with the RTU range, and informing Partner Product selection.

ERP, Fulfilment & Reporting

• Maintain accurate product master data, pricing, and reorder parameters on the ERP in partnership with Operations and Finance.
• Own reporting on sales performance for the RTU and Partner Product portfolios, providing regular summaries to the Chief Growth Officer.

Logistics, Delivery, Invoicing & Payments

• Liaise with the Logistics team and partner riders on collection and delivery arrangements, correct product issuance to clients, and full, confirmed deliveries.
• Ensure client invoices are submitted to eTIMS accurately and in real time, and process partner payment requests through the ERP for approval.
• Manage the returns process for incorrect or client-rejected products, coordinating corrective action with the relevant partner.

Quality & Category Growth

• Ensure all partner products meet Farm to Feed quality standards, managing supplier corrective actions where needed.
• Develop annual category growth plans and dashboards tracking category sales, margin, and customer purchasing behaviour.

Growth Department Data Analysis

• Own data analysis for the Growth department as a whole — product performance, product margins, client uptake, and product preferences per client — across Farm to Feed's full commercial offering, not just the partner portfolio.
• Build consolidated Growth analytics reporting for the Chief Growth Officer, and turn insights into pricing, assortment, and account recommendations with Sales, Marketing, and Finance.

What Success Looks Like (Sample KPIs)

• Growth in partner product and Ready-to-Use revenue and gross margin % against plan
• Basket size growth
• ERP master data accuracy above 99%
• eTIMS invoice compliance and returned/rejected product resolution within SLA
• Category profitability and new product launches delivered per annual plan
• On-time monthly Growth department analytics reporting to the CGO
  

Requirements

• Experience: Experience in category management, procurement, commercial management, food distribution, FMCG, retail buying, or strategic sourcing, typically 5+ years.
• Commercial & operational acumen: Strong commercial acumen combined with operational understanding of sourcing, pricing, and supply chain.
• Negotiation & analytical skills: Confidence negotiating contracts, analysing data across products, margins, and client behaviour, developing pricing strategies, and managing supplier relationships.
• Collaboration: Comfort working cross-functionally across Operations, Finance, Sales, Marketing, Logistics, and Technology.
• Strategic mindset: Views the product portfolio, including RTU, as a strategic growth engine capable of strengthening customer relationships and profitability, not just a procurement line.
  

Nice to Have

• Experience building or scaling a multi-category product portfolio in a food, agri-supply chain, or FMCG business.
• Exposure to ERP-driven inventory and warehouse management integrations, and e-invoicing/eTIMS processes.
• Prior experience negotiating exclusivity or category partnership agreements.
  

Reporting Line & Working Style

Reports to: Chief Growth Officer.

Works closely with: Works closely with: CEO, Head of Finance, Head of Technology, Operations/Warehouse, Logistics, Sourcing, Sales.

The role is on-site, based out of Farm to Feed's Nairobi offices at Tilisi PLC Developments, Limuru.