Terms of Reference
Client:
Pharo Ventures, Ethiopia
Consultancy required:
Independent Market Assessment: Cleaned and Hulled Sesame Seed + Downstream Product Opportunities
Context
The client operates a sesame seed processing facility in Ethiopia and is evaluating a strategic expansion of its product offering. The business currently produces sesame oil and is considering whether to invest in the capacity and supply chain infrastructure required to produce and export hulled sesame seed and related downstream products. Prior analysis has established that the export market for unrefined sesame oil is structurally limited, with a narrow and competitive serviceable opportunity. Diversification into higher-value sesame seed products, in particular organic hulled sesame, is seen as a potential route to improved margins, broader customer access, and better utilisation of upstream supply. Before committing further capital, the client requires an independent market assessment of the commercial opportunity for hulled sesame seed and adjacent products. This is a new and meaningfully different question from prior work on the oil market, and it warrants its own evidence base.
2. Objective
To provide an independent, evidence-based assessment of the global market for cleaned and hulled sesame seed and adjacent downstream sesame products, and to determine whether the proposed product expansion represents a commercially sound basis for further capital investment.
3. Scope of Work
Workstream 1 —Organic Cleaned and Hulled Sesame Seed Market Sizing and Commercial Opportunity (~5 days)
Objective: Establish whether there is a commercially meaningful and accessible export market for Ethiopian-origin organic hulled sesame seed, and at what scale and price.
Size the global import market for hulled sesame seed: volumes, values, key origin-destination flows, and growth trends. Particular focus on EU, UK, USA, and Middle East markets (bakery, tahini, confectionery applications).
Identify dominant supplier countries and assess their cost competitiveness, quality positioning, certification profile (organic vs. conventional), and market share trends.
Define the realistically accessible market for a new Ethiopian-origin organic hulled sesame exporter, using a clear TAM / SAM / SOM framework.
Assess buyer behaviour: switching criteria, minimum volume thresholds, certification requirements (organic, food safety standards), typical contract structures, and lead times.
Provide a directional view on realistic price expectations for organic hulled sesame at export grade, including the premium over conventional and sensitivity to certification status.
Compare the market opportunity for hulled seed against cleaned/graded seed (lower processing requirement): is there a faster, lower-cost entry point that should be considered first?
Workstream 2: Roasted Sesame and Other Downstream Products (~2-3 days)
Objective: Provide a high-level view of complementary product opportunities to support prioritisation.
Assess the market for roasted sesame seed: size, key players, pricing, and addressability for an Ethiopian exporter.
Assess whether roasted sesame represents a viable incremental opportunity alongside hulled seed investment, or a later-stage priority.
Workstream 3: Investment Assessment and Commercial Risk (~2–3 days)
Objective: Translate market findings into a clear, actionable investment assessment.
Review the case for a hulling line investment against market findings: is the demand sufficient, stable, and accessible enough to justify the capital expenditure? What is the realistic volume and revenue ramp?
Assess the feasibility of sourcing the quality, volume, and certification profile required to serve hulled seed export buyers.
Identify key commercial risks and critical assumptions, including supply quality requirements, volume ramp-up trajectory, certification timelines, and competitive dynamics.
Provide a clear recommendation: proceed / proceed with conditions / do not proceed, with supporting rationale.
4. Outputs
Concise PowerPoint deck presenting findings, commercial assessment, and clear recommendations for senior decision-making.
Supporting an Excel model illustrating key assumptions, market sizing, and directional sensitivities on the proposed investment.
Brief written summary note (2–3 pages) suitable for inclusion in a formal investment review paper.
5. Timeline
Total estimated effort: approximately 2- 2.5 weeks.
6. Approach and Methodology
The assessment should be based on a combination of:
Trade data analysis (e.g. UN Comtrade / WITS) for market sizing and flow mapping.
Targeted buyer and market participant interviews to validate pricing, volumes, and switching dynamics.
Desk review of publicly available competitor and supply chain information.
Application Process
Qualified Consultants are required to provide:
A detailed CV
A motivation letter demonstrating the relevant assignments completed to support your application. Sample work may be submitted but not mandatory.
Proposed workplan and estimated costs for the assignment estimated to take 2.5 weeks
We will review applications on a rolling basis, and in the event that an exceptional consultant is identified early in the process, we reserve the right to make an appointment before the advertised deadline. We therefore encourage interested applicants to apply as early as possible.
Please note that only shortlisted consultants will be contacted due to the high volume of applications received.
We are an equal opportunity employer committed to promoting diversity, inclusion, and gender equality in all its practices. We encourage applications from qualified individuals regardless of race, gender, religion, or background
.