Technical Commercial Lead: Specialities at Omnia (Pty) LTD

PURPOSE

• Responsible for driving the commercial success of the Specialities portfolio through strong agronomic expertise and agronomist/customer engagement. This role bridges technical agronomy and commercial execution, ensuring effective demand generation, accelerating adoption of Speciality solutions, and embedding commercial excellence practices across the field team.
• The role requires a strong foundation in horticultural crop production systems, with demonstrated experience across high-value crops. This expertise is essential to effectively position and translate Speciality solutions practical, crop-specific programmes that deliver measurable improvements in plant performance, stress tolerance, and yield.
• In addition, the role is expected to act as a thought leader in Specialities and Horticultural crops. This includes contributing to industry forums, guiding innovation, and translating emerging scientific advancements into practical, market-ready solutions.

WHAT YOU WILL BE RESPONSIBLE FOR

Commercial Excellence Execution

• Lead the implementation of commercial excellence frameworks across the Specialties business.
• Translate strategic goals into actionable field-level plans to drive revenue growth.
• Ensure alignment between technical positioning and commercial messaging of Speciality products.

Demand Generation & Market Development

• Design and execute demand generation programs to increase awareness and usage of Speciality products.
• Support on-farm trials, demonstrations, and validation programs to support product claims and adoption.
• Execute field trials with relevant internal stakeholders (commercial agronomist and development & innovation team)
• Oversee and interpret field trials to validate product performance.
• Ensure data-driven decision-making and credibility in the market.
• Communicate trial results effectively to internal and external stakeholders.
• Collaborate with Agronomy manager to develop compelling technical campaigns and grower-focused messaging.

Customer Engagement & Advisory

• Serve as a technical expert and key point of contact for customers (farmers and agronomists).
• Provide agronomic recommendations that integrate Specialities into conventional fertilizer programmes.
• Support key accounts with tailored technical and commercial solutions.
• Address customer challenges and ensure high levels of trust.

KEY PERFORMANCE INDICATORS (KPIs)

Commercial Performance

• Achievement of sales targets and contribution margins.

Demand Generation & Adoption

• Number and success rate of on-farm trials/demonstrations.
• Increase in product adoption rates (repeat usage, expansion across hectares).
• Customer conversion rates from trials to commercial use.

Capability Building

• Number of agronomists/sales staff trained and certified.
• Improvement in team competency scores related to Specialities.
• Effectiveness of training programs (measured by field performance uplift).

Customer Engagement

Commercial Excellence Implementation

• Adoption of commercial excellence tools and processes across the team.

Operational Effectiveness

• Timely execution of demand generation plans.

WHAT YOU WILL BRING

Qualifications

• Bachelor's degree in Agriculture, Agronomy, Soil Science, Plant Science, or related field
• Preferred: Postgraduate qualification (e.g. MSc in Agronomy, Soil Science, or related)

Experience

• 7–10 years' experience in agriculture/Agri-inputs, with exposure to Speciality products
• Proven experience in a commercial, technical, or product management role
• Strong understanding of crop production systems (row crops, horticulture advantageous)
• Experience in Speciality inputs
• Experience working with distributors and channel partner

KEY COMPETENCIES

Technical Competencies

• Strong agronomic knowledge and Speciality product expertise
• Ability to interpret and communicate scientific data
• Market and industry knowledge

Commercial Competencies

• Strategic thinking and business acumen
• Sales and negotiation skills
• Product management
• Customer Focus & Relationship Management
• Training & Facilitation
• Execution & Results Orientation

Behavioural Competencies

• Strong stakeholder engagement and communication
• Leadership and influence (without direct authority)
• Results-driven and entrepreneurial mindset
• Problem-solving and analytical thinking

Other Requirements

• Willingness to travel extensively
• Valid driver's license
• Ability to work in both field and office environments