Regional Account Manager, Aquatics- California

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

Manage, develop and foster sales activities through strong interpersonal and technical skills with external customers that manage and operate primarily within the Aquatics market. Apply strategic sales tactics to achieve budgeted sales and profit objectives in alignment with key company targets, provide technical expertise of UPL Aquatics product portfolio, work cohesively within a team of professionals, and maintain communication internally and externally to drive Aquatics division goals and objectives for assigned accounts.

JOB RESPONSIBILITIES

50% RAM will actively manage key distribution accounts and channel partners.

• Establish and maintain regular contact with both key customers and key influencers to build relationships, leading to sales growth over time, and obtain product performance feedback.
• Work with team members to develop and implement product/distributor/dealer support programs for assigned accounts.
• Communicate with internal and external customers (distributors, retailers, government agencies, and researchers) to accomplish objectives for current products.
• Build and maintain strong relationships with existing distribution accounts and channel partners and identify and gain new partners.
• Promote branded products, support private labels, and drive new projects & opportunities.

40% RAM will develop annual account plans with key distribution accounts and channel partners. 

• Maintain monthly forecast plans for an 18-month rolling outlook.
• Develop and maintain an annual business plan for assigned accounts; monitor product flow and forecasts; demo and stewardship events, how UPL is/will connect with the account, and a 3-6-9-12 month action plan for the account.
• Document & communicate customer interactions through Salesforce platform, retaining and communicating customer interactions/information, investigate and resolve complaints, and maintaining annual business plan for the identified distribution account and channel partners.
• Identify strategies and tactics to accomplish sales and profit objectives.
• Responsible for monitoring and adhering to company guidelines for achieving individual sales targets and managing expenses, including travel and entertainment.

10% RAM, 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 Aquatics Sales Manager or Marketing Manager to identify suitable promotional programs, obtaining buy-in and approval on business plans.
• Analyze key annual and long-term strategies for the assigned accounts and work with Commercial Lead to incorporate into 5-year strategic plan.

REQUIRED SKILLS/EXPERIENCE:

• Bachelor's Degree required, Master's Degree or higher preferred
• Minimum of 5 years' experience in aquatic plant or water resource management
• Working history in the agricultural chemical or related Aquatics industry preferred
• Previous experience working with distributors, retailers, aquatics consultants, and key aquatics applicators to accomplish account objectives a strong plus.
• Excellent interpersonal and presentation skills
• Strong organizational and time management skills

UPL Competencies

Adaptability & Resilience: Recognizes and is open to changing circumstances and alters behaviour 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 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.

TRAVEL: Up to 25-50% of time on the job. Candidate must have the ability to travel daily within the specified accounts with routine overnight travel to attend customer meetings and tradeshow events in support of sales-related objectives