Regional Sales Lead, Northern Field Crops

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: UPL is seeking a dynamic and experienced professional to join our U.S. Commercial Ag team as the Regional Sales Manager for Northern Field Crops Region. This role is expected to provide leadership, direction to the Sales team to create a strategy and execution plan for achieving the commercial business objectives as aligned to the region. The role holder develops relations with key customers, channel partners, industry forums and internal cross-functional stakeholders to drive business growth and build a stronger UPL brand in the market. They also ensure compliance with regulations while leading the sales team to success in a competitive market.

JOb Responsibilities:

Sales Management:

Partner with the cross functional teams including US Sales, Marketing, R&D, SCM and Finance to develop an annual regional sales plan:

• Delivery tactics for the annual sales budget for the region.
• TSM targets including NPL, NPP & key top 10 products.
• TSM & RAM account plans.
• Driving growth for the BioSolutions portfolio (NPP) in the region.
• Strategic plan by each customer.
• Drive key meetings including tradeshows & New product launches.
• Marketing & Communication requirements at the Regional level.
• Manage the SG&A regional budget numbers.

Strategy planning, forecasting and execution:

• Develop annual forecast and manage monthly changes to achieve full year financial goal.
• Utilize the Salesforce platform, get the teams trained on using the platform, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers.
• Develop & maintain a monthly region by product by volume forecast working with the entire team aligning to the annual business budget.
• Attend & participate in the key business calls (e.g., CST, S&OP, etc.) to maintain effective regional communications, understand issues & opportunities and align messaging to the regions weekly team calls.
• Consistent and regular communication with UPL NA Leadership, Regional Product and Customer Marketing, SCM, Finance and Tech Service Teams to ensure regional alignment.

Customer Relationship Management:

• Develop key relationships with key distribution, retailers, growers, and decision influencers.
• Coordinate the team’s key selling activities with the KAM and Seed Applied Technology Teams and Regional Management Team (RAM, NPP, Regional Sales Specialists) to ensure alignment with regional customer focus.
• Manage negotiations with the key customers, retails to secure mutually beneficial agreements. Develop and manage contracts, ensuring compliance with company policies and legal requirements.

Budgeting management:

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

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People Management:

• Develop a high-performance team and drive a culture of accountability, meritocracy, and inclusiveness.
• Define team objectives to achieve the annual budget and conduct bi-annual reviews to ensure that the team and individuals are performing towards their goals.
• Utilize key training tools to increase the team’s overall sales strength (e.g., NuVue, UPL Tools).
• Ensure that the team’s focus is linked to the regional plan focused their timing on key strategic initiatives (e.g., Waterhemp Challenge, Batallium Amped Challenge, and others).
• Develop and adhere to coaching goals agreed to with the US Commercial Ag leader.
• Collaborate with HR on people development, performance management, culture, and engagement priorities.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree in agriculture sciences, marketing, or related field with over 10 plus years of experience in the agro-chemicals industry.
• Proven success in leadership roles in regional sales management, key account management within the Crop Protection industry.
• Strong understanding of the US agricultural landscape and the Crop Protection market. Understanding of crop protection markets, distribution channels, and cropping practices in the representative geography is required.
• Strategic thinking and the ability to develop and implement effective commercial plans.
• Excellent communication, negotiation, and interpersonal skills.
• Excellent problem-solving skills and ability to think logically and systematically.
• Results-oriented with a track record of achieving and exceeding sales targets.

TEAM: Direct - 13 Indirect - 4 

LOCATION: United States (Remote)

TRAVEL: 60- 70%

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