Introduction:

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, based in Lusaka, Zambia.

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.