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Key Account Manager - Environmental Solutions

Job Id:  6346
City: 

FIELD, Not_Applicable, United States

Department:  Specialities & Aquatics
Function:  Sales, Marketing and Alliance
Employee Type:  Permanent Full Time
Seniority Level:  Not Applicable
Description: 

About UPL

UPL is a leader in global food systems and with the acquisition of Arysta LifeScience, is now one of the top 5 agricultural solutions companies worldwide. With revenue of US$5 billion, UPL has presence in 130 countries. With market access to 90 percent of world’s food basket and focused on high-growth regions, UPL represents a compelling value proposition for growers, distributors, suppliers and innovation partners in a consolidating market. UPL offers an integrated portfolio of both patented and post-patent agricultural solutions for various arable and specialty crops, including biological, crop protection, seed treatment and post-harvest solutions covering the entire crop value chain.

JOB SUMMARY: Responsible to drive Environmental Solutions Group (encompassing Aquatic, Fumigation Pest, Golf, Turf & Ornamental Professional and Homeowner) sales. Managing the fundamental activities involving these strategic accounts to successfully maintain and grow the identified key accounts. Apply long and short-term strategic elements to achieve budgeted sales and profit objectives in alignment with company objectives. Identify and implement new opportunities delivering both cross segment and incremental growth. Collaborate with Business Managers and Territory Managers to identify and implement short-, medium- and long-term incremental expansion opportunities.

 

REQUIRED EDUCATION AND EXPERIENCE: College degree required with a preferred focus in Agriculture Science or Business in addition to a minimum of 10 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. Knowledge working with distributors, retailers, and key stakeholders supporting the Aquatics, Turf & Ornamental, Vegetation Management, Golf, Vector, Professional Pest, Fumigation and/or Homeowner Markets to accomplish sales objectives a plus.

JOB RESPONSIBILITIES:

50%

  • Develop, manage, and achieve key annual and long-term strategies for the assigned Key Accounts.
  • Identify key opportunities, develop, and implement product support programs.
  • Align communication 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.
  • Align with the Environmental Solutions Business Managers to ensure alignment and focus to assist with the pull-through strategy for each account.

20%  

  • Develop the annual aligned key account forecast and manage monthly changes to achieve full year financial goal.
  • Create and maintain account planning through Salesforce platform, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers.

10% 

  • Assist in identifying strategies and tactics to accomplish sales and profit objectives. Collaborate with full cross functional team including marketing, product development, Supply Chain, Regulatory, Finance and Supply Chain to deliver targets with optimized operational efficiency.

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

 

KEY COMPETENCIES:

Global Competencies include Change Management; Communication; Creativity; Customer Focus; Individual Development; Results Orientation.

 

Position Competencies include:

Creativity - Seeks out and implements novel solutions that improve processes, systems, products, or services.

Results Orientation - Holds self and/or others accountable for accomplishing work commitments and deliverables; understands the targeted results he/she is accountable for and actively strives to achieve them; sets high standards of performance for self and/or others.

Influence - Able to get others to adopt an action by using data, facts, logic and credible personal presence.

Relationship Management - Manages the account; fosters partnering relationships with customers; address the cost of sales and resource allocation; resolves customer concerns.

Consultative Selling - Understands the sales process; builds customer networks; conducts discovery/probing; aligns strategic account plans with company and customer needs; and designs and presents solutions.

Initiative - Recognizes what needs to be done and takes action and accomplishes results as the situation demands.

 

Supervisory Responsibilities:

  • Number of direct reports – 0
  • Number of indirect reports – 0

 

Travel: Approximately 70% of time on the job.

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