Key Account Manager - Agrochemicals

SUMMARY:

A global leader in the agrochemicals industry is seeking the above to be responsible for managing key farmer accounts through strategic sales, technical support, and relationship building while driving market growth, demand creation, and product positioning initiatives across the region.

POSITION INFO:

Minimum requirements for the role:

• Must have a Bachelor’s degree in Agriculture, Sales, or Marketing
• CropLife Certification is advantageous
• Minimum 5 years’ combined sales and technical experience in the agricultural industry
• Proven track record in client relationship management
• Strong knowledge of fungicides, herbicides, and pesticides is essential
• Must have extensive expertise in plant health and crop care
• Proficiency in Microsoft Office, particularly Excel and PowerPoint
• Strong presentation skills aligned with the company’s Agricultural Product brand
• Fluency in Afrikaans and English (Read, Write, Speak)

• Managing sales to respective key customer accounts and expense budgets.
• Managing the farmer key account buying process in conjunction with the Commercial Manager and National Sales Manager.
• Ensuring products are included in tender and material requests.
• Identifying new and potential mega farmer key accounts.
• Segmenting mega farmers.
• Conducting regular on-farm visits to key farmers to determine needs and offer solutions with or without key partners or agents.
• Visiting farms with technical support specialists to provide technical information and consultation.
• Managing and improving relationships related to key farmer activities such as buyers or financial managers, technical managers, farm managers, consultants, and owners/MDs/CEOs.
• Ensuring accurate monthly and annual forecasting aligned with mega farmer buying patterns.
• Developing proposals for strategic product positioning in the region and ensuring implementation.
• Optimizing marketing material in crop protection and defining advertising programs in line with area strategy in partnership with the marketing department.
• Establishing sound relationships and conducting regular meetings with the area team, customer agents, and their management structures.
• Providing technical support to agents and mega farmers during farmer days and other sales events.
• Providing technical recommendations on products and spray programs.
• Creating strategic product positioning documents for the season.
• Communicating crop team decisions and implementing them with customers’ management and agents.
• Building and maintaining strong relationships with key farmers to establish trust and long-term business.
• Engaging directly with growers through regular visits to discuss spray programs, identify needs, and provide tailored solutions.
• Promoting products and creating demand through demonstrations, field trials, and success stories.
• Utilizing loyalty programs to secure volumes and counter generic prices.
• Conducting product training sessions with technical support specialists and ensuring the safe handling of crop protection products.
• Collaborating with partners to offer value-added services such as AI fruit sizing and precision farming technologies.
• Monitoring market trends, competitor activities, and regulatory changes to identify opportunities and threats.
• Negotiating and signing rewards agreements with growers and managing tender business comparisons.
• Providing ongoing support to growers during the season to address challenges and ensure satisfaction.
• Organizing and participating in events such as the Prestige Club event, product launches, and farmer days.
• Collaborating with the area team, customers, agents, and their management structures through regular meetings and relationship building.