Starke Ayres: Sales Representative (Commercial)

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 Sales Representative, based in Nelspruit area. The purpose of this role is to maximize the returns from the sales of Starke Ayres’ approved range of products in his/her area within the framework of Company policy as determined from time to time.

RESPONSIBILITIES

Selling – 40%

• Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned geographical area to generate new business for the organization’s products/services.
• Identifies priority products for his/her area, phased annually, seasonally and monthly.
• Identifies priority customers in line with the priority products in his/her area.
• Is responsible for formulating a customer Sales plan. Impliments and monitors such a strategy on a weekly and monthly basis.
• Canvasses existing and potential customers regularly in accordance with pre-determined sales routes, calling cycles and appointments.
• Inform and update existing and potential customers regularly with regard to product information, price lists, specials etc.
• Promotes priority products based on customer needs and product benefits.
• Follows up on customers without orders in order to keep abreast of product applications, technical services, market conditions, competitive activities.
• Is responsible for formulating and implement a VIP customer sales planning and strategy for each season.
• Continuously improve his/her calling cycle in order to improve efficiency and service delivery to customers in a economically viable way to the Company
• Displays a good knowledge base and understanding of products of the company as well as opposition products
• Follows up on customer sales history and success rates in order to secure repeat orders.

Customer Service – 20%

• Contacts customers regularly, pre-empting and addressing any potential problems swiftly and efficiently.
• Expedites the resolution of customer problems and complaints
• Provides necessary advice and information which will ensure that the products are utilized to their maximum potential.
• Ensures thorough preparation is done prior to customer visits which includes information pertaining to sales history and forward planning of the customer.
• General networking in the industry and region to identify potential sales opportunities and follows through to expediting.

Product Development – 30%

• Identifies product development needs in his/her sales area.
• Participates actively in the planning, conducting and evaluation of semi-commercial and / or commercial trials and demonstrations, and presentation of field days.
• Continuous reporting and feedback on status and results of trials of the above trials to RSM's, relevant PM's and customers.
• Converts successful trial results into new business opportunities and orders.
• Continuous update PM`s with our product shortcomings and phase 2 trial needs to increase market share in future, and report on this on a monthly basis.
• Distributes promotion and advertising material such as product profiles, brochures, leaflets, bulletins, posters, display boards and product samples.
• Plan and oversee the planting and evaluation of screening and phase 2 trials at strategic regions and customers (as identified in conjunction with the sales teams) and present the final results and recommendations at Range planning meetings.
• Conducts co-operative cultivar demonstrations and evaluates new potential cultivars.
• Motivate and introduce semi-commercial trials to sales teams with the necessary supporting documents and trial results
• Maintain adequate records of all screening and Phase 2 trials and submit detailed reports of trial results and observations to the participating customer and relevant sales staff.
• Ensure adequate follow-up is done with customers on trial results and make recommendations regarding optimum cultivar selections.

Administration – 10%

• Completes orders clearly and legibly, and with all details as prescribed.
• Submits orders to National Customer Service Department promptly.
• Completes the relevant seed complaint documentation accurately and promptly.
• Regularly submits weekly reports, expense claims and any other reports as may be required from time to time.
• Assists with the collection of outstanding debts.
• Updates the Customer information on Oracle for his / her area on an ongoing basis.
• Regularly updates the unit budget on Oracle in accordance with sales requirements for his / her area.
• Submits monthly forecast reports timeously
• Submits detailed and up-to-date monthly reports timeously.

REQUIREMENTS:

• Grade 12 National Senior Certificate (Essential)
• Diploma in Marketing or Agriculture (Preferential)
• Drivers License (Essential)
• Previous experience within agricultural sales of at least 2 years