Key Account Manager - B2B & Plantation

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.

POSITION PURPOSE

The Key Account Manager (KAM) will be responsible for managing and expanding relationships with key business-to-business (B2B) clients and plantation customers in Indonesia. The role focuses on driving revenue growth, maintaining client satisfaction, and ensuring the successful implementation of UPL’s portfolio of agricultural solutions and services.

JOB ACCOUNTABILITY

• Develop and maintain strong relationships with key B2B customers and plantation clients.
• Serve as the main point of contact for strategic accounts, ensuring client needs are met effectively.
• Conduct regular business reviews to assess client satisfaction, address concerns, and identify growth opportunities.
• Identify and pursue new business opportunities within the plantation and B2B segments to achieve sales targets.
• Collaborate with internal teams (e.g., Marketing, Product Development) to tailor solutions to customer needs.
• Negotiate and close long-term contracts with clients to ensure consistent revenue streams.
• Develop and implement account strategies to meet revenue and profitability goals.
• Work with the sales team to design and execute promotional activities, campaigns, and product demonstrations targeting plantation clients.
• Monitor and forecast sales performance, ensuring alignment with company objectives.
• Analyze market trends, customer feedback, and competitor activities to identify areas for improvement.
• Provide insights to the product development and marketing teams to enhance UPL’s offerings for the plantation sector.
• Stay updated on agricultural best practices, crop management techniques, and plantation business dynamics in Indonesia.
• Collaborate with cross-functional teams to deliver seamless customer service.
• Prepare and present regular reports on account performance, sales forecasts, and market trends to senior management
• Ensure compliance with company policies, industry standards, and regulatory requirements

REQUIREMENTS

• Bachelor’s degree in Agriculture, Agronomy, Business Administration, or a related field.
• A Master’s degree (MBA) is a plus.
• Strong understanding of procurement processes, vendor management, and supply chain operations.
• Minimum 10–15 years of experience in sales, account management, or business development, preferably in the agricultural or plantation sector.
• Proven track record of managing large accounts and achieving sales targets.
• Strong understanding of the plantation business, crop protection products, and B2B sales dynamics.
• Excellent communication, negotiation, and interpersonal skills.
• Analytical and strategic thinking abilities to identify growth opportunities.
• Proficiency in CRM tools and Microsoft Office Suite (Excel, PowerPoint, Word).
• Fluency in Bahasa Indonesia and English (both written and spoken).

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.

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