Seed, Soil & Crop Health Strategic Account Manager (West)

About UPL:

UPL 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.

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: Manage strategic accounts and serve as trusted advisor to UPL field sales, technical service, marketing, portfolio management and key account managers in Western Iowa. Gain a deep understanding of assigned accounts and develop strategies to grow their seed treatment, in-furrow, and soil health business, alongside aligned biological portfolio opportunities. Execute tactics to achieve budgeted sales and profit objectives. Accurately forecast product needs to align with customer demand and supply chain capabilities. Customer and influencer responsibility will include distributor accounts, seed companies, and retail.           

JOB RESPONSIBILITIES:

1/3: In partnership with Crop Protection Key Account Manager (CP KAM), establish strong business relationships with assigned national & regional distributor accounts. Elevate Seed and Soil & Crop Health (SS&CH) to a strategic position with accounts, and work with KAM’s on integrated CP/SAT/NPP road maps, business plans, and offers. 

• Other key initiatives are customer forecasting by quarter; customer planning; drive SS&CH New Product Launches; and driving key UPL initiatives with customers that drive growth.

1/3: Manage relationships with assigned seed companies and specialty distributors.  Identify and prioritize customers with the highest potential, and design offers that match needs and are sustainable over time. 

1/3: Identify and establish strong working relationships with field sales force members who manage large strategic retail accounts. Become a long-term trusted advisor to those identified members – including their regional manager(s).

Required Skills/Experience:

• Bachelor’s degree is required with a focus in Agronomy or Agribusiness.
• 10+ years of experience with Seed/Seed Treatment/Crop Protection/Biologicals preferred. 
• Previous experience working with distributors, retailers, agricultural consultants, and key growers to accomplish territory objectives a plus
• Ability to communicate productively with diverse groups of internal and external stakeholders. 
• Must be a creative problem solver with strong lateral leadership and active listening skills. 
• Proficiency in Microsoft Office applications and ability / willingness to learn new platforms as required (e.g., Salesforce & forecasting platforms). 
• Located in the Western part of Iowa.

TRAVEL: Approximately 50% of the time on the job, including overnights.
Compensation: This role offers a base salary and a target commission percentage. The base salary varies with location but is expected to be in the range of $107,000 - $158,000

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.