Key Account Manager - Western Canada

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: Responsible for managing and growing sales with defined key accounts while delivering profitable growth for both the customer and UPL AgroSolutions Canada Inc.  Develops deep and impactful customer relationships, at various levels and across different functions within their company.  Develops strategic plan for the key accounts and manages the sales process. Manages interface with multiple internal functions within the organization including supply chain, regional sales and product management, finance and marketing.

JOB RESPONSIBILITES:

15%      Strategic Planning

• Develop an actionable long term business plan and manage and track against it.  This will include conducting a current assessment of the account, market opportunities and understanding key accounts growth goals and objectives.
• Establish annual business plan with actionable goals, objectives and strategies which support strategic plan ensuring achievement of sales and margin targets.

55%     Account Management:

• Accountable for account goals and performance, monitoring the plan to ensure supply and inventory levels meet business plan goals. 
• Create, implement, manage and monitor sales strategy, promotions and activity to meet account business plan and companies quarterly and annual goals.
• Secures proper regional, divisional and local goals in alignment with headquarters.
• Responsible for collecting and analyzing market and competitive intelligence and programs, pricing and sales trends to respond appropriately to opportunities and competitive moves.
• Responsible for working with key internal stakeholders (marketing, customer service, finance) to ensure pricing, terms, program detail and reconciliation are aligned with account agreements.
• Responsible for forecasting account sales monthly. 

30%     Relationship Management:

• Cultivates deep and impactful relationships with key stakeholders across headquarters and key regional/divisional levels.
• Ensures strong coordination with Head of Sales, Regional Sales Managers and sales team to align goals and expectations and coordinate push and pull strategies.
• Facilitates enhanced connectivity between customer and UPL AgroSolutions Canada Inc. at all levels.
• Fosters industry relationships to build brand strength and advocacy for UPL AgroSolutions Canada Inc.

REQUIRED EDUCATION AND EXPERIENCE:

• BS or BA degree required with a preferred focus in Ag Science or Business.
• A minimum of 10 year’s relevant experience in the Agricultural, Chemical or related Agriculture Industry.
• Must have previous sales experience working with distributors, retailers, agricultural consultants, and/or key growers along with a proven track record of achieving sales objectives.
• Strategic thinking and the ability to develop and implement effective account plans.
• Excellent communication, negotiation, and interpersonal skills.
• Excellent problem-solving skills and ability to think logically and systematically.
• Results-oriented with a track record of achieving and exceeding sales targets.

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.

SUPERVISORY RESPONSIBILITY

• Not a supervisory position

TRAVEL – 30-50% of the time

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