Territory Sales Manager - Central CA

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: Manage necessary sales activities involving external customers within Central California - mainly the Fresno area. Apply strategic sales tactics to achieve budgeted sales and profit objectives in alignment with company objectives.

Required Skills/Experience: College degree required with a preferred focus in Agro Science or Business in addition to a minimum of 5 years sales experience with territory responsibilities. Working history in the agricultural chemical or related agriculture industry preferred, especially dealing with Speciality Crops. Knowledge of biological products is a plus. Must live within the territory which includes Central California, mainly the Fresno area. Previous experience working with distributors, retailers, agricultural consultants, and key growers to accomplish territory objectives a plus. Valid Department of Transportation Driver’s License required.

JOB RESPONSIBILITIES:

50%    Manage territory customer accounts; establish and maintain regular contact with customers and key influencers to obtain product performance feedback.  Develop and implement product/distributor/dealer support programs for territory.  Communicate with internal and external customers (distributors, retailers, agricultural consultants, and key growers) to accomplish territory objectives for current products. 

20%    Develop annual and monthly forecasts, warehouse stocking forecast, retaining & communicating significant customer interactions/information, and maintain annual business plan for the territory.  Monitor product flow and forecasts, investigate and resolve complaints.

10%    Assist in identifying distribution strategies and tactics to accomplish sales and profit objectives. 

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 territory business plans.

KEY COMPETENCIES: 

Consultative Selling – Builds customer network and understands customer’s business.  Develops strategic account plans to align UPL’s products and services with customer’s needs and goals.  Designs and presents solutions to achieve outcomes. 

Relationship Management – Maintains regular communication with customer account team members and fosters partnering relationships.  Responsive to customer needs and wants through planned, personalized communication in order to influence purchase decisions and ensure satisfaction. 

Business Acumen - Degree to which an individual understands and applies business knowledge to maintain and advance organizational effectiveness 

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 and achieves high standards of performance 

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

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

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

SUPERVISORY RESPONSIBILITIES:

• Number of direct reports –  0

• Number of indirect reports – 0

TRAVEL:  Approximately 40-60% of time on the job. Limited Overnight.

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