Regional Account Manager, Midwest

Regional Account Manager, Midwest

Job Id: 12131 City: FIELD, Iowa, United States Department: Sales Function: Sales & Commercial Employee Type: Permanent Full Time Seniority Level: Mid-Senior level

ABOUT UPL: UPL 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.

UPL provides equal employment opportunities (EEO) to all employees and applicants irrespective of their race, color, 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: Work with strategic accounts, regional sales team, and Key Account Managers (KAM) to identify and implement growth strategies within the Northern Field Crops (NFC) region. As part of the regional team, the Regional Account Manager (RAM) cultivates relationships with the mid-channel management of aligned accounts and leadership of regionalized independent distribution. The RAM applies long and short-term strategic tactics to achieve budgeted sales and profit objectives in alignment with company objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Align with Regional Sales Manager and/or Key Account team to ensure alignment and focus with strategic accounts to create pull-through strategy across the region
• Develop, manage, and achieve key annual and short and long-term strategies for assigned targeted retail and/or distribution accounts within the region
• Lead overall account strategy and relationship by identifying specific goals and opportunities while communicated with sales team to implement
• Work with the KAM, RSM, and account to identify key opportunities, develop, and implement product support programs that align with region objectives
• Communicate with internal and external customers to accomplish account objectives for current products and new products
• Primarily responsible for promoting branded products, supporting private labels, and driving new projects & opportunities
• Assist in identifying strategies and tactics to accomplish sales and profit objectives. Collaborate with marketing and RSM, NPP and coordinate with technical sales support
• Create, Communicate and Collaborate internally and externally to meet customer needs
• Develop and implement Share of Wallet strategy to grow overall portfolio within each respective customers
• Communicate with internal and external customers (distributors, retailers, agricultural consultants, and key growers) to accomplish territory objectives
• Develop and execute annual Customer Account Plan and overall strategic plan
• Monitor product flow and forecasts, investigate, and resolve complaints
• Responsible for monitoring and adhering to company guidelines for producing individual sales targets, expenses, promotion, travel, and entertainment budgets
• Assist the Region Sales Manager and Key Account Manager with the annual aligned customer forecast and inform of monthly changes to achieve full year financial goals
• Work with the Region Sales Manager to create the annual forecast for regional distribution accounts and inform of monthly changes to achieve full year financial goals
• Create and maintain account planning through Salesforce platform, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers
• Keep Region Sales Manager and Key Account Managers apprised of communications and developments with assigned accounts

REQUIRED EDUCATION AND EXPERIENCE: College degree required with a preferred focus in Agriculture Science or Business in addition to a minimum of 5 years sales, marketing and managing a sales area or calling on large national accounts. Working history in the Agricultural Chemical or related Agriculture Industry preferred. Previous experience working with distributors, retailers, agricultural consultants, and key growers to accomplish sales objectives a plus.

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 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.