Regional Sales Manager, West Prairie

about upl: UPL (NSE: UPL & BSE: 512070, LSE: UPLL) is focused on emerging as a premier global provider of total crop solutions designed to secure the world’s long-term food supply. Winning farmers hearts across the globe, while leading the way with innovative products and services that make agriculture sustainable, UPL is the fastest growing company in the industry. Our successes in the field add up to powerful financials. UPL delivers results from protecting crops that translate into attractive investor value. Based on the recognition that humankind is one community, UPL’s overarching commitment is to improve areas of its presence, workplace and customer engagement. please visit upl-ltd.com and follow us on LinkedIn, Twitter, Instagram and Facebook.

Our purpose is ‘OpenAg’. An agriculture network that feeds sustainable growth for all. No limits, no borders.

(EOE) Equal opportunity employer statement:

UPL provides equal employment opportunities (EEO) to all employees and applicants irrespective of their race, colour, religion, gender, marital status, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. In addition to federal law requirements, in every location in which the company has facilities, UPL complies with applicable state and local laws governing non-discrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. UPL also reinforces EEO through its Corporate Business Principles and Code of Business Conduct.

Job Summary: Provide leadership to the sales team to achieve budgeted sales and profit objectives in alignment with the business unit objectives. Work closely with Marketing Managers and Account Managers in the planning and execution of annual market plans as well as customer strategies and tactics. 

JOB RESPONSIBILITIES

50% People Management:

• Provide leadership to territory sales managers to achieve market and sales profit objectives by executing product and channel strategies.
• Responsibilities include coaching, career planning, professional development, and performance management for direct reports

20% Regional Management:

• Participate in management team meetings and provide voice of customer input into all plans, strategies and tactics
• Consistent with the overall business unit marketing plan, develop an annual business plan for the region
• Gain alignment with the regional management team (MM, KAM) to deliver the plan
• Communicate effectively with internal and external personnel (regional distribution and other influencers) to accomplish regional sales and marketing objectives for current products and development compounds
• Track progress against goals and adjust course as needed

30% Sales Management:

• Keep management apprised of market development (Ag market trends, competitive intelligence, distribution, etc.) and make recommendations as appropriate to maintain or enhance UPL NA’s competitive position
• Identify product expansion/registration opportunities and communicate to internal personnel. With marketing managers, provide clear commercial objectives for Regulatory and Development
• Create and deliver internal and external sales presentations
• Develop sales, expense, promotion budgets, status reports, 12-month rolling forecasts, monthly reports, business, sales and marketing plans for the region. Monitor annual and monthly forecasts of territory sales managers

TRAVEL: Approximately 50-60% of time on the job

SUPERVISORY RESPONSIBILITIES:

Number of direct reports – 6-8

REQUIRED SKILLS/EXPERIENCE:

• BS or BA degree required with a preferred focus in Ag Science or Business
• A minimum of 8 years’ relevant experience in the Agricultural Chemical or related Agriculture Industry with territory management experience, working with distributors, agricultural consultants and key growers/customers to accomplish territory objectives.
• Proven people management skill desired.
• Valid drivers license and a clear abstract

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