Regional Sales Manager at Starke Ayres (Pty) Ltd

Reference Number

R020009

Description

Starke Ayres is the foremost African specialist and global supplier of premium vegetable, flower and lawn seed varieties – both for commercial and home garden planting. The following position has become available for a Regional Sales Manager, in Lusaka, Zambia.
RESPONSIBILITIES:
Sales Team Effectiveness & Value-Added Selling

Build and lead a cohesive vegetable seed sales team that consistently sells on technical and economic value, not price, across all channels.
Key outcomes include:

Clear, unified sales approach based on needs diagnosis, technical solutions, and value justification
Ongoing field coaching and capability development
Improved sales discipline, execution consistency, and commercial outcomes
Channel Strategy & Execution (All Channels)

Support the development and drive the execute effective go-to-market strategies for agro-dealers, seedling/YPR channels, emerging farmers, and large commercial growers.
Key outcomes include:

Clear channel roles and activation plans
Strong partnerships with priority channel customers
Balanced growth and effective pull-through across all channels
New Product Introduction (NPI) & Portfolio Commercialisation

Own the commercial success of new vegetable seed introductions, from launch planning to market adoption.
Key outcomes include:

Disciplined NPI launch execution with sales and channel readiness
Strong demo, trial, and proof generation collaborating with the demo and trialing teams

Measurable first-season traction and repeat demand for new varieties
Marketing Strategy Execution & Demand Creation

Implement integrated, seasonal marketing strategies that support sales priorities and generate qualified demand across all vegetable seed channels.
Key outcomes include:

Crop- and season-aligned marketing campaigns
Effective use of field, technical, and digital marketing tools
Improved conversion of marketing activity into sales opportunities
Customer Engagement, Education & Technical Leadership

Position the company as a trusted technical partner in vegetable production through consistent, high-quality customer engagement.
Key outcomes include:

Structured customer education and field engagement programs
Strong relationships with influential growers, seedling producers, and dealers

Improved customer retention, satisfaction, and brand credibility
Market Intelligence & Continuous Improvement

Ensure commercial decisions are informed by real-time field intelligence and competitor insight.
Key outcomes include:

Regular collection and sharing of market and competitor insights
Practical actions taken to improve competitiveness and execution
Continuous improvement of sales tools, messaging, and go-to-market effectiveness

Requirements

REQUIREMENTS:
Qualification:

Horticultural or Marketing Diploma (Minimum)
B Agric (Horticulture) plus training in Marketing/Personnel Management

Typical Career steps:

3 years as a Sales/Technical/Marketing Representative
2 years as a Senior Sales/Technical/Marketing Representative
2 years as a Principal Sales/Technical/Marketing Representative

Competencies:

Strong working knowledge of vegetable crops, seed genetics, and agronomic application.
Ability to translate technical features into clear, farmer-relevant benefits.
Confidence to engage credibly with growers, seedling producers, agro dealers, and internal teams.
Shifts focus from transactional to value-based selling.
Understands pricing, margin mix, and customer economics.
Balances growth with profitability and portfolio quality.
Builds a disciplined, accountable sales team.
Provides direction while remaining hands-on when needed.
Uses marketing as a sales enabler.
Aligns marketing with crop cycles and GTM priorities.

Work Level

Senior Management

Job Type

Permanent

Salary

Market Related

EE Position

No

Location

Zambia

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