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Western US Territory Sales Manager

Job Id:  3540

FIELD, California, United States

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

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: The Western US Territory Sales Manager (TSM) will actively participate in all necessary activities involving sales of fumigation products to customers within the Western US geographic region.  Must have ability to apply consultative, strategic sales tactics, to achieve sales and contribution margin objectives in alignment with company’s overall division sales targets.



  • Territory Sales Manager (TSM) will actively manage key territory fumigator and fumigation distribution accounts; establish and maintain regular contact with both key customers and key influencers, in an effort to build relationships, leading to sales growth over time; work with fumigation business team members to develop and implement product/distributor/dealer support programs for territory; and communicate with internal and external customers (distributors, retailers, agricultural consultants, and key growers) to accomplish territory objectives for both current and new products.


  • TSM will need to develop annual and monthly forecast plans; document & communicate significant customer interactions/information; develop and maintain an annual business plan for their territory; monitor product flow and forecasts; and investigate and resolve complaints.


  • TSM will assist in identifying fumigation team distribution strategies and tactics to accomplish sales and profit objectives; be responsible for monitoring and adhering to company guidelines for achieving individual sales targets and managing expenses, including travel and entertainment.


  • TSM, as required, will need to be able to 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.




  • College degree preferred with a focus in Ag Science or related business field, in addition to a minimum of 5 years sales experience with territory responsibilities. 
  • Working history in the fumigation or related agro-chemical industry preferred. 
  • Previous experience working with distributors, retailers, fumigation consultants, and key fumigation applicators to accomplish territory objectives a strong plus.
  • Must be able to present clear, concise data to individuals and in a group setting.
  • Ability to respond to changing priorities and high degree of flexibility.
  • Demonstrated effective verbal and written communication, and interpersonal skills.
  • Intermediate experience with MS Office Products (Word/Excel/Outlook/PowerPoint)



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



Consultative SellingBuilds customer network and understands customer’s business.  Develops strategic account plans to align UPL NA’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.



TRAVEL: Approximately 50-60% 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.