Regional Account Manager - Midwest

UPL Limited (NSE: UPL & BSE: 512070, LSE: UPLL) is a global provider of sustainable agriculture products and solutions, with annual revenue exceeding $6bn. We are a purpose-led company. Through OpenAg®, UPL is focused on accelerating progress for the food system. We are building a network that is reimagining sustainability, redefining the way an entire industry thinks and works – open to fresh ideas, innovation, and new answers as we strive towards our mission to make every single food product more sustainable. As one of the largest agriculture solutions companies worldwide, our robust portfolio consists of biologicals and traditional crop protection solutions with more than 14,000 registrations. We are present in more than 130 countries, represented by more than 10,000 colleagues globally. For more information about our integrated portfolio of solutions across the food value chain including seeds, post-harvest, as well as physical and digital services, please visit upl-ltd.com and follow us on LinkedIn, Twitter, Instagram and Facebook.

JOB SUMMARY: Work with strategic accounts, regional sales team, and Key Account Managers (KAM) to identify and implement growth strategies. The Regional Account Manager (RAM) cultivates relationships with the mid-channel management of aligned accounts and leadership of regionalized independent distribution. The RAM applies long and short-term strategic tactics to achieve budgeted sales and profit objectives in alignment with company objectives. RAM will ideally live in the Midwest region of the United States. 

REQUIRED EDUCATION AND EXPERIENCE: College degree required with a preferred focus in Agriculture Science or Business in addition to a minimum of 5 years sales, marketing and managing a sales area or calling on large national accounts. Working history in the Agricultural Chemical or related Agriculture Industry preferred. Previous experience working with distributors, retailers, agricultural consultants, and key growers to accomplish sales objectives a plus.

JOB RESPONSIBILITIES:

30%

• Align with Key Account Managers and Regional Sales Manager to ensure alignment and focus to assist with the pull-through strategy across the region
• Develop, manage, and achieve key annual and long-term strategies for assigned distribution accounts within the region.
• Work with the KAM, RSM, and account to identify key opportunities, develop, and implement product support programs that align with region objectives.
• Communicate with internal and external customers to accomplish account objectives for current products and new products.
• Primarily responsible for promoting branded products, supporting private labels, and driving new projects & opportunities.
• Assist in identifying strategies and tactics to accomplish sales and profit objectives. Collaborate with marketing and RSM, NPP and coordinate with technical sales support

30%

• Manage territory customer accounts; establish and maintain regular contact with customers and key influencers to achieve territory sales targets. Develop and implement product/distributor/dealer support programs for territory.
• Communicate with internal and external customers (distributors, retailers, agricultural consultants, and key growers) to accomplish territory objectives.
• Develop and execute annual territory business plan. 
• Monitor product flow and forecasts, investigate, and resolve complaints.
• Responsible for monitoring and adhering to company guidelines for producing individual sales targets, expenses, promotion, travel, and entertainment budgets.

20%

• Assist the Region Sales Manager and Key Account Manager with the annual aligned distribution forecast and inform of monthly changes to achieve full year financial goals.
• Work with the Region Sales Manager to create the annual forecast for regional distribution accounts and inform of monthly changes to achieve full year financial goals.
• Create and maintain account planning through Salesforce platform, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers.
• Keep Region Sales Manager and Key Account Managers apprised of communications and developments with assigned accounts.

10%

• Responsible for monitoring and adhering to company guidelines for producing individual sales targets, expenses, promotion, travel, and entertainment budgets.

10%

• Create and deliver internal and external sales presentations; prepare presentation materials, including handouts and graphics. Work closely with immediate supervisor or product management to identify suitable marketing/promotional programs, obtaining buy-in and approval on strategic business plans.

UPL COMPETENCIES:

Adaptability & Resilience: Recognizes and is open to changing circumstances and alters behavior and scales up as necessary; increases personal awareness and appreciation of individual and cultural differences to create an open, inclusive, and accepting workplace.

Entrepreneurial Mindset: Has a creative mindset and ability to think holistically, takes calculated risks and maximizes opportunities.

Results Orientations: Takes action, pursues goals with persistence and achieves results; communicates goals and vision to the team to drive enthusiasm and ambition.

Execution Excellence: Enhances the speed of execution and builds efficiency in processes, systems and people; has sharp focus on quality-orientation.

Strategic Orientation: Demonstrates knowledge of the social, economic, and environmental factors and how they impact the business. Identifies key issues that could impact the business and develops strategy through an analytical lens / design thinking.

Building Teams and Talent: Empowers colleagues through knowledge sharing and delegation, quickly establishing rapport; provides recognition for achievements and accomplishments.

Customer Centricity: Understands the customer needs and pain points, fulfills the needs and expectations by focusing on creating value for customers

We are one team, for maximum impact. One team with shared goals. We all play for the team and no one plays against the team. We have a laser-like focus on what our customers need and want, on anticipating their future needs and on how we can create innovative solutions and experiences for them. #UPLJobs