Busines-to-Business (B2B) Matching Consultant for Toy Industry

Job Description

Job Title: Busines-to-Business (B2B) Matching Consultant for Toy Industry

Location: Remote; with travel to Nuremberg, Germany

Period of Performance: From January 10, 2022 – to March 18, 2022

Level of Effort: STTA (up to 25 days)

Organization and Values

DAI is a global development company with corporate offices in the United States, the United Kingdom, EU, Nigeria, Pakistan, and Palestine and project operations worldwide. We tackle fundamental social and economic development problems caused by inefficient markets, ineffective governance, and instability. DAI works on the frontlines of global development. Transforming ideas into action—action into impact. We are committed to shaping a more livable world.

DAI and its employees are committed to confronting racism and holding ourselves accountable for positive change within the company and in the communities, cultures, and countries in which we live and work. DAI is committed to attracting and retaining the best employees from all races and backgrounds in our continued effort to become a better development partner. DAI upholds the highest ethical standards. We are committed to the prevention of sexual exploitation, abuse, and harassment as well as other ethical breaches. All of our positions are therefore subject to stringent vetting and reference checks.

Project Background

The purpose of the USAID Economic Security Program (the Program) in Georgia, implemented by DAI, is to accelerate creation of high(er) value jobs, generation of investment and increased incomes and revenues of micro, small, and medium enterprise (MSME) in sectors such as, tourism, light manufacturing, shared intellectual services, and creative industries. Within these sectors, the program focuses on the following value chains: gastronomic, adventure and culture tourism; business process outsourcing (BPO); packaging and furniture manufacturing; solid waste management; and production media, post-production, and high-end artisan products.

The Program accelerates the economic transformation of the country by attracting the capital and technologies needed for growth. It harnesses Georgia’s growing market dynamism and catalyze multi-stakeholder problem-solving and co-investment. By putting the private sector in the lead, the Program ensures sustainability, local ownership, and self-reliance.

DAI applies a facilitative value chain development approach. This approach places market actors and other value chain stakeholders (public and private) at the center of the change process and invites them to define problems and co-create solutions. Using timebound “smart incentives,” we then co-invest with market actors in their own pro-growth solutions. The USAID Economic Security Program is headquartered in Tbilisi. The Program is committed to diversity in its policies, initiatives, and relationships with partners and stakeholders, as well as in its efforts to build, maintain, and promote a culture of equity and inclusion.

Overview of the Position:

The USAID Economic Security Program aims to increase the ability of Georgian MSMEs, involved in the toy industry to access EU market by supporting them in finding potential international business partners and buyers. For these purposes, the Program in partnership with LEPL Enterprise Georgia is facilitating Georgian toy manufacturers efficient participation in one of the world’s largest international toy fair “Spielwarenmesse” in Nuremberg/Germany that is going to be held during the period of February 2-6, 2022. The purpose of this activity is to provide up to seven Georgian toy manufacturers with a significant exposure during the fair and generate sales and/or contract manufacturing leads. For these purposes, the USAID Economic Security Program seeks for an industry expert who will work with the designated toy companies to a) prepare Georgian companies for the fair b) identify international potential buyers, c) set up B2B meetings for the Georgian toy makers, d) assist the Georgian companies in negotiating contracts and e) follow-up with potential leads.

This is a short-term consulting assignment, and this position will report to the Program’s Junior Market Linkages Specialist.

Roles and Responsibilities:

The Consultancy will be focused but not limited to the following:

• Familiarization with Georgian Toy Industry by reading & analyzing the needs assessment of the toy sector (developed by Economic Policy Research Center) and other relevant materials; interviewing the major stakeholders such as: USAID Economic Security Program, LEPL Enterprise Georgia and up to seven selected toy companies who will participate in the fair in order to gather relevant information.
• Carry out technical workshops for toy SMEs by providing information about the fair and practical recommendations on to how to prepare and be presented at the upcoming exhibition; provide insights on what large and relevant international buyers pay attention to and what they look for when negotiating for contract manufacturing.
• Provide support to Enterprise Georgia and Toy companies in editing and refining diverse and inclusive promotional and marketing materials (price list, images and storytelling) prior to the fair.
• Identify potential buyers for Georgian toy manufacturers and set up at least three B2B meetings for each company with relevant international buyers during the fair. The toy manufacturers may conduct B2B meetings with same potential buyers to a certain extent, however the number of unique potential buyers that will participate in B2B meetings with Georgian SMEs shall not be less than fifteen in total.
• Attend international toy fair “Spielwarenmesse” and lead negotiation processes during the B2B meetings resulting in potential deals. The Consultant shall lead the negotiation processes, however Georgian toy SMEs shall proactively participate in negotiation processes to ensure that they are learning by doing.
• Follow-up with potential leads and guide Georgian toy companies through closing the deals.

Additional responsibilities may be assigned as business needs evolve.

Deliverables

Familiarization with the Georgian Toy Industry: The consultant shall provide the list of materials read and the list of interviewees together with the interview minutes.

Workshops conducted, Workshop Materials and List of Participants disaggregated by gender and age submitted: The Consultant shall provide a PPT presentation that will be used during the workshops covering their recommendations and insights. The consultant shall provide a list of attendees disaggregated by gender and age.

Finalized versions of already existing promotional materials through editing and updating: The Consultant shall provide refined and edited version of the promotional materials that has inclusive and non-discriminatory content.

At least 21 B2B meetings with potential buyers and/or contractors scheduled; the list of the companies submitted, and meetings set up: The Consultant shall provide the schedules of at least 21 meetings (out of which the number of scheduled meetings with unique potential buyers shall not be less than 15 in total). Also, the Consultant shall provide the list of the international toy trading companies and their representatives who will attend the meetings. For each Georgian SME at least three meetings shall be scheduled.

Toy Fair “Spielwarenmesse” physically attended, B2B meetings conducted, brief report on each of the B2B meetings focusing on key topics of discussion & agreements submitted: The Consultant shall provide a brief report on each of the meetings highlighting key discussion topics and agreements achieved. The report shall cover the result of 21 meetings including attendance of 15 unique potential buyers and 7 Georgian companies.

Follow-up communication with potential buyers and contractors conducted; Brief report on the achieved results provided: The Consultant shall provide a brief report on the achieved results. The report shall cover communication correspondence minutes describing follow-up communication with potential buyers.

Minimum Qualifications:

Required:

· Bachelor’s degree in business administration, finance or a related field;

· Minimum of 7 years of relevant work experience

· Significant knowledge of and contacts within the EU toy industry

· Experience in the specifics of international fairs, setting up B2B meetings and negotiating agreements with potential buyers

· Fluency in English

Job Competencies:

Communication: Ability to express oneself clearly in writing and in conversations and interactions with others.

Initiative/Self Starter: Ability to identify what needs to be done and doing it before being asked or before the situation requires it.

Adaptability: Ability to adjust to changes in demands, new situations or approaches.

Analytical/Problem Solving: Ability to Identify the key issues in situations, analyzing data, recognizing the root causes of problems and generating successful solutions.

Preferred Qualifications:

• Master’s degree in Business Administration or related field
• Experience of working with/at toy trading companies

· Experience in the specifics of the International Toy Fairs

Open to Remote Candidates: Yes. The most part of the consultancy requires remote work, however the consultant will need to physically attend the international toy fair Spielwarenmesse 2022 that will be held in Nuremberg, Germany from 2-6 February, 2022.

DAI is an equal opportunity/affirmative action employer with a commitment to diversity. DAI does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, parental status, veteran status, or other non-merit factor.

Interested and qualified candidates should apply through the DAI Career Page: https://phf.tbe.taleo.net/phf04/ats/careers/requisition.jsp?org=DAINC&cws=1&rid=6546

Application Deadline: November 23, 2021 or until filled.

About the Organization

DAI is an international development company. For more than 45 years, we have worked on the frontlines of international development, tackling fundamental social and economic development problems caused by inefficient markets, ineffective governance, and instability. Currently, DAI is delivering results that matter in some 80 countries. Our development solutions turn ideas into impact by bringing together fresh combinations of expertise and innovation across multiple disciplines. Our clients include international development agencies, international lending institutions, private corporations and philanthropies, and national governments.