JOB SUMMARY: Reporting directly into the US Crop Commercial Head, the Regional Sales Manager (RSM) provides leadership and mentorship through daily direction and coaching of the Regional Sales team to achieve financial sales goals and managing expense objectives in the Midwest. The Regional Sales Manager (RSM) develops and maintains strong relations with Customers Group, the Sales Team and UPL key groups to achieve annual goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES: include the following, other duties may be assigned:
- Set and maintain short and long-term sales strategy with their team for the UPL US product portfolio in assigned region
- Increase revenue for new and existing product lines under the guidelines of territory requirements and budgets
- Develop key relationships with distribution, retailers and key grower decision influencers or makers in the assigned region.
- Coordinate key selling activities with UPL Teams such as KAM, NPP, S&SH and Customer Marketing Teams to align with US Crop and Region Plans
- Develop product forecast in conjunction with annual account business plans by product.
- Oversee and develop account plans for the region which include key customer objectives, SWOT analysis, business opportunities, understanding of inventories, and key touchpoint strategy
- Deliver the Customer Operating Unit and NFC92 Retail strategy while deeping relationships and improving the UPL brand with customers.
- Understand and effectively communicate competitive intelligence and market trends
- Weekly call reports, sales forecasting, and other reporting as required
- Consistent and regular communication with UPL NA Leadership, Key Regional Functions and Regional Team
- Supervisory duties will include coaching, development, and training
- Develop and Review objectives of all external sales personnel through the KPI process
- Manage and direct Sales Force for the achievement of sales goals within assigned district of the region
- Guide employees to ensure effectiveness of cross selling activities
- Develop a regional sales plan at the beginning of every campaign year
REQUIRED EDUCATION AND EXPERIENCE:
- A Bachelor’s degree (B.S.) in Agriculture or similar field, or at least 10 years of experience in an agrichemical environment, is required.
- Key Market knowledge of US Agriculture (markets will vary based on region)
- Understanding of crop protection markets, distribution channels, and cropping practices in the representative geography is also required
- Ability to work independently as part of a cross functional team
- Demonstrated Financial and Business acumen, including the ability to develop forecasts, create business plans
- Strong written and verbal communication skills with the ability to present clear, concise data to individuals and in a group setting
- Strong interpersonal skills; ability to maintain internal and external relationships
- Proficiency with the Microsoft Office
- Leadership and coaching skills; demonstrated ability to motivate a team
Travel: Must be able to travel approximately 70% of time on the job
SUPERVISORY RESPONSIBILITIES:
- Number of direct reports – 15
- Number of indirect reports – 5
- Revenue responsibilities - approx. $300M gross sales
- Budget responsibilities – $500,000
UPL Competencies
- Consultative Selling – Builds customer network and understands customer’s business. Develops strategic account plans to align UPL’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 presenceAdaptability & 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.
