Starke Ayres
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:
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.