B2B Manager - North America

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: UPL is seeking a results-driven and collaborative individual to lead and grow our B2B segment in North America. This role will focus on developing strategic partnerships with manufacturers, distributors, and technology providers to expand UPL’s footprint in crop protection, biologicals, and adjacent markets. The incumbent will execute commercial strategies, manage key accounts, and deliver on revenue and profitability targets while ensuring alignment with regional and global objectives.

JOB RESPONSIBILITIES:

B2B Business Development

• Identify, develop, and manage strategic partnerships with manufacturers, distributors, and technology providers.
• Negotiate and structure commercial agreements that deliver sustainable growth and profitability.
• Build integrated business plans with partners to expand UPL’s presence in crop protection, biologicals, and emerging technologies.
• Monitor market trends, competitive landscape, and regulatory changes to identify new opportunities.

Commercial Strategy & Execution

• Develop and implement annual sales and business development plans for the B2B segment.
• Drive initiatives to achieve revenue, margin, and market share objectives.
• Collaborate with Marketing, Regulatory, Finance and R&D to support new product launches and joint innovation projects.
• Ensure Salesforce and / or technology enablement adoption for pipeline management, forecasting, and reporting.

Customer Relationship Management

• Build and maintain strong relationships with strategic B2B accounts.
• Elevate UPL’s offerings to a preferred partner status through value-added solutions.
• Lead negotiations and contract management ensuring compliance with company policies and legal requirements.

Forecasting & Financial Management

• Develop accurate forecasts and manage monthly/quarterly updates aligned with annual budgets.
• Monitor and adhere to company guidelines for sales targets, expenses, and promotional budgets.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Agronomy, Agribusiness, or related field; master’s degree preferred.
• 8–12 years of experience in B2B agricultural solutions, crop protection, or biologicals.
• Proven track record in business development, strategic partnerships, and commercial negotiations.
• Strong understanding of North American agricultural landscape and distribution channels.
• Excellent communication, negotiation, and relationship-building skills.

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