Marketplace Offering Management Lead


Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Buenos Aires, Argentina, and São Paulo, Brazil.      


The Marketplace Offering Management Lead is responsible for the creation and strategic positioning of the Offer within the company portfolio. This individual will define the strategy and roadmap that ensures the offer successfully addresses market problems and is strategically positioned within the company’s portfolio. Responsibilities include understanding the market and the needs the offer addresses, understanding potential buyers, identifying resources available to build the offer, obtaining buy-in on a business plan, strategically positioning the offer within the company’s portfolio, and building the route to market. This individual will manage and oversee cross-functional collaboration and solicit input and feedback from local offer leads to inform the global offer strategy.



Define the market:

  • Discover, collect, analyze, and articulate market problems. Validate problems are urgent and pervasive and the market is willing to pay to address them. Articulate the value associated with addressing the problems
  • Determine the reasons similar products in the market win or lose. Based on these reasons, articulate a strategy for conducting win / loss analyses for the offer and a process for doing so
  • Identify distinctive competencies Indigo has developed to be successful in solving the market problems
  • Analyze the competitive landscape to identify the strengths competitors have developed to be successful in solving the market problems, and assess how Indigo compares Inventory available assets (people, process, data, products) needed to build and deliver the offering


Focus the Offer opportunity:

  • Define the market by segmenting it into groups that share common problems and that are large enough to support business. Analyze and prioritize these segments
  • Develop a distribution strategy by determining the product format and route to market (channel) that best suits customer and business needs
  • Align with the offer portfolio by articulating the products and services provided to customers as part of the offer, how they create value, how they serve market segments to address market problems, how they fit together as a portfolio, and how the portfolio fits with other Indigo Offers
  • Create an offer roadmap; at the Offer level, articulate how the Offer Portfolio will evolve in phases over time (beyond the current planning horizon, usually multiple years); at the function level, describe the work done over a certain period of time to develop capabilities to deliver offer products or services


Align the business:

  • Create a business case to articulate how the Offer links to the company mission
    • Summarize the market definition and work done to focus the offer, outline the unit economics (business rationale) of Offer products and services, outline growth targets, and describe business risks.
    • Use this document to propose and contextualize investment decisions to be made
  • Working with the Global pricing team, define the price point of each of the products and services in the Offer Portfolio
  • Determine how to best deliver the Offering Roadmap through internal asset development, purchase of external assets, or external partnering. Consider cost, non-financial factors, and long-term phases of development
  • Articulate the monetization strategy for each of the products and services in the Offer Portfolio to identify Offer profitability. Acknowledge phases of monetization and profitability and how the strategy fits with other Company Offers
  • Drive innovation to solve market problems. Address how the solution changes the business model commonly used by the market today (business model innovation), how the solution changes the products available in the market today (product innovation), and how the solution changes the delivery of product to the customer that occurs in the market today (user experience innovation)


Plan for Offer development:

  • Articulate the archetypal user profiles for each product and service in the Offer Portfolio. Note: User is defined as the party that interacts with the product or service. The user may or may not be the purchaser
  • Provide requirements to tech and service managers for each of the products and services in the Offer Portfolio to enable them to develop the right solutions with their teams. Do this for all segments of the user experience
  • Define common use scenarios for each User Persona for each product and service in the Offer Portfolio. Do this for the end-to-end user experience (Offer level) and for each of the individual segments of the user experience (tech and service manager level)
  • Monitor and communicate key dates and progress to internal stakeholders during development of Offer capabilities


Oversee compliance and intellectual property:

  • Ensure that applicable laws are followed pertaining to the development and delivery of all products and services in the Offer Portfolio
  • Catalog the intellectual property of all products and services in the Offer Portfolio and anticipated future innovations


Indigo Mission & Values:

  • Excited by Indigo’s mission; believes that Indigo can fundamentally change the agriculture industry; can clearly articulate passion for our mission and values
  • Optimistic and innovative; solution-oriented; shows no signs of cynicism
  • Will be widely viewed as someone who personifies our core values, is committed to them, and leans on them when making decisions. Specifically:
    • Demonstrates a track record of high integrity - doing the right thing, owning mistakes, conducting oneself honestly
    • Values, communicates and interacts with others with high levels of transparency and respect
    • Collaborates well across functions; creates an inspiring and collegial work environment



  • Ability to articulate the global voice of the customer to drive Offer roadmap creation and implementation
  • Ability to uncover driving factors behind deals won/lost and adjust product offerings and communicate insights to inform global go-to-market strategy
  • Ability to operate cross functionally and manage across stakeholders
  • Customer Centric mentality (strong customer empathy) and partnering mindset (global with geo)
  • Drive to both think strategically and implement operationally
  • Strong analytical skills and capacity to articulate strategy into data
  • Strategic product and market mindset: the ability to lay out a vision and execute tactical components across products, services, and customer
  • Global mindset: flexibility to think across global and local markets and varying prospect types
  • Product development expertise and solid knowledge on the software product development cycle and process
  • Strong passion for customer centricity and problem definition
  • Ability to take complex strategies and problems and articulate them simply to internal and external stakeholders and customers
  • Ability to proactively identify the needs and requirements of the Offer and work with leadership on execution
  • Flexibility and resilience in a changing environment
  • Strong team player with a propensity for learning and teaching others



  • 8+ years of experience in Business Development, Product Management, Product Development, or Strategy within grain merchandising, supply chain or agriculture
  • Experience working within product development in technology companies and/or start-ups
  • Proven experience on managing/leading a product or being product owner, from the beginning of an idea to launch
  • Experience managing multiple highly complex work streams simultaneously
  • Proven experience with change management
  • Proven people leader
  • Spanish/Portuguese speaker preferred




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