Jefe Comercial de Compra de Café y Venta de Trilla

Ecotierra; Cuzco; Hybrid; PEN 120,000 - 240,000; Full time

Job summary

Kuska (Ecotierra) in Peru seeks a Coffee Purchasing and Milling Services Sales Manager to lead the commercial arm for coffee procurement, dry milling services, and product commercialization. You will build strong relationships with producers, cooperatives, exporters, and traders, and ensure profitable transactions through market-aware decision making.

Key duties include planning the commercial strategy, negotiating prices and terms, coordinating with Plant Operations, Quality, and Finance, and

Qualifications

• Seven years of general professional experience.
• Five years of specific experience in coffee purchasing and sales or related fields.
• Proven experience negotiating with producers, cooperatives, exporters, traders, and corporate clients.
• Experience managing purchase/sale contracts tied to futures, differentials, and price fixations.
• Willingness to travel to producing regions and visit clients and suppliers.
• Strong skills in Excel and ERP/CRM tools; market intelligence capabilities.
• In-depth knowledge of the coffee value chain and market dynamics.

Responsibilities

• Develop and implement the commercial plan for coffee purchasing, sales, and dry milling services.
• Achieve targets for volume, margins, and profitability.
• Plan procurement based on demand, contracts, and capacity.
• Monitor domestic and international coffee markets and exchange rates.
• Negotiate purchasing prices, quality, and terms with a diversified supplier portfolio.
• Coordinate with Plant Operations, Quality, and Finance to execute transactions.
• Prepare commercial proposals and negotiate terms with clients.
• Oversee invoicing, collections, and service scheduling.
• Maintain strategic relationships with producers, cooperatives, associations, and clients.

Skills

Market intelligence

Business development

Supplier management

Corporate account management

Profitability orientation

Contract management

Commercial planning

Risk management

Communication

Leadership and teamwork

Education

Technical or university degree in Agronomy, Agroindustrial Engineering, Food Engineering, Business Administration, Economics, International Business, Commercial Engineering, or related fields.

Q Grader certification or related coffee cupping/quality control studies (desirable).

Tools

Excel

ERP systems

CRM systems

Job description

Kuska, part of Ecotierra , is a partnership between the Central de Cooperativas Agrarias Cafetaleras (COCLA) and private-sector stakeholders, known as KUSKA.

Kuska works with coffee, cocoa, and honey producers in southern Peru, strengthening the value chain through processing services for these commodities. Through responsible land use, we aim to accelerate the sustainable development of their communities while helping combat climate change and soil degradation.

JOB DESCRIPTION

Job Title: Coffee Purchasing and Milling Services Sales Manager

Department/Area: Commercial

Contract Type: Start of Operations

Employment Type: On-site

Working Hours: Monday to Friday, 8:00 AM to 5:00 PM, and Saturday, 8:00 AM to 1:00 PM

Compensation: Based on evaluation

Position Objective

Lead commercial operations related to the sale of coffee dry milling services, coffee purchasing, and the commercialization of coffee and its by-products, ensuring timely supply, customer acquisition and retention, contract compliance, and the profitability of each transaction.

Develop strategic business relationships with producers, suppliers, cooperatives, associations, exporters, traders, and other relevant companies in the coffee sector. Analyze domestic and international markets and negotiate transactions considering prices, futures markets, differentials, price fixations, exchange rates, physical quality, cup profiles, yields, costs, margins, and contractual conditions.

KEY RESPONSIBILITIES

Planning

Develop and implement the commercial plan for coffee purchasing, sales, and dry milling services, aligned with the company's objectives.

Achieve established targets for volume, customer acquisition, margins, and profitability.

Plan coffee procurement based on demand, contracts, financial availability, and operational capacity.

Prepare commercial forecasts and identify business risks and opportunities.

Commercial Intelligence and Market Analysis

Monitor prices, trends, and conditions in domestic and international coffee markets.

Analyze variables such as futures prices, differentials, price fixations, exchange rates, and competition.

Track harvests, availability, and quality of coffee supply.

Inform management of market changes that may affect commercial operations or profitability.

Coffee Purchasing Management

Develop and maintain a diversified portfolio of suppliers in coffee-producing regions.

Evaluate and negotiate purchasing prices, quality, volumes, and commercial terms.

Verify traceability, availability, and compliance with quality requirements.

Coordinate with Quality, Finance, and Administration to assess the technical and financial feasibility of transactions.

Oversee compliance with purchasing contracts through settlement and closure.

Dry Milling Services Sales

Promote and market the company's dry milling services and complementary processing services.

Prepare commercial proposals and negotiate terms with clients.

Coordinate with the Plant team regarding operational capacity and service scheduling.

Oversee service execution, customer service, invoicing, and collections.

Coffee and By-Products Sales

Manage the commercialization of coffee and by-products across different market segments.

Acquire new customers and strengthen commercial relationships with strategic clients.

Prepare commercial proposals considering quality, costs, market conditions, and profitability.

Negotiate contracts and follow up through delivery, invoicing, and collection.

Futures Markets, Differentials, and Price Fixation Management

Continuously monitor coffee market quotations and movements.

Evaluate price fixation opportunities in accordance with the approved commercial strategy.

Maintain control over contracts, price fixations, volumes, and expiration dates.

Promptly identify and report market risks that could affect transaction profitability.

Quality, Costs, and Profitability

Ensure that all transactions comply with established quality standards.

Coordinate with the Quality team on the technical evaluation of samples, lots, and services.

Analyze costs, margins, and profitability before finalizing commercial transactions.

Monitor the financial performance of each transaction and report significant deviations.

Commercial Management and Internal Coordination

Maintain strategic relationships with producers, cooperatives, associations, and clients.

Strengthen the commercial portfolio and develop new business opportunities.

Coordinate with Plant Operations, Quality, and Finance to ensure the proper execution of transactions.

Ensure that commercial commitments are supported by adequate operational and financial resources.

Performance Measurement and Reporting

Monitor purchasing, sales, processing, margin, and profitability indicators.

Evaluate the performance of clients, suppliers, and commercial contracts.

Analyze results, risks, and opportunities for improvement.

Prepare periodic reports for management on commercial performance.

Policies and Compliance

Comply with company policies, procedures, and authorization levels.

Ensure that all transactions are supported by the appropriate contractual and documentary records.

Maintain confidentiality and traceability of commercial information.

Comply with applicable legal, ethical, risk prevention, and safety regulations.

REQUIREMENTS

Education

Technical or university degree in Agronomy, Agroindustrial Engineering, Food Engineering, Business Administration, Economics, International Business, Commercial Engineering, or related fields.

Additional specialization or studies in coffee trading, agribusiness, foreign trade, commercial management, agricultural commodities, or negotiation are desirable.

Training in physical and sensory coffee evaluation is desirable.

Q Grader certification or studies related to coffee cupping and quality control are desirable but not mandatory.

Required Experience (Years)

Seven years of general professional experience.

Five years of specific experience in coffee purchasing and sales, agricultural commodity trading, dry milling services, or business development within the coffee sector.

Proven experience negotiating with producers, cooperatives, associations, exporters, traders, and corporate clients.

Experience managing coffee purchase and sale contracts linked to futures markets, differentials, and price fixations.

Experience evaluating costs, yields, quality, and commercial margins.

Experience leading commercial teams or processes focused on achieving performance targets.

Technical Knowledge

Knowledge of the coffee value chain, including production, processing, commercialization, and export.

Knowledge of domestic and international coffee markets, including major producing regions and harvest cycles.

Knowledge of coffee dry milling, grading, storage, and dispatch processes.

Knowledge of physical and sensory quality evaluation, yields, and cupping standards.

Knowledge of the New York Coffee Futures Market, price fixations, differentials, and coffee price formation.

Knowledge of negotiation, contracting, and commercial management of coffee purchases and sales.

Knowledge of costs, logistics, profitability, traceability, and certifications applicable to the sector.

Proficiency in commercial management tools, intermediate to advanced Excel, and preferably ERP or CRM systems.

Willingness to travel to producing regions and visit clients and suppliers.

A valid driver's license is desirable.

Market Intelligence: Analyzes market trends and variables.

Business Development: Identifies commercial opportunities and builds partnerships.

Supplier Management: Effectively manages supplier relationships.

Corporate Account Management: Develops and retains key clients.

Profitability Orientation: Focuses on maximizing margins and financial results.

Contract Management: Negotiates and oversees contract compliance.

Commercial Planning: Organizes purchasing and sales activities according to business objectives.

Risk Management: Identifies and mitigates business risks.

Communication and Interpersonal Relationships: Level 4, Exceptional.

Results Orientation and Productivity: Level 4, Exceptional.

Critical Thinking and Problem-Solving: Level 3, Developed.

Innovation and Continuous Improvement with Sustainability and Conservation: Level 3, Developed.

Leadership and Teamwork with Accountability: Level 4, Exceptional.

NOTE

The company has a non-discrimination policy. CVs must not include a photograph or information about age, nationality, gender, date of birth, or marital status.