Key Account Management Lead, Us

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: UPL is seeking a dynamic and experienced professional to join our team as the Key Account Management Lead for US Crop Protection business. In this role, you will be responsible for developing and implementing strategies to manage and grow Key Accounts within the Crop Protection sector. The ideal candidate will have a strong background in agriculture, a deep understanding of the US Crop Protection market, and proven experience in building and maintaining strategic relationships with key stakeholders.

Job Responsibilities:

Strategic Account Development:

• Develop, manage, and achieve key annual and long-term strategies for the aligned distributor group. 
• Identify key opportunities, develop, and implement product support programs.
• Align communication 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.
• Align with the US Crop Regions to ensure alignment and focus to assist with the pull-through strategy in each region.
• Lead negotiations with Key Accounts to secure mutually beneficial agreements. Develop and manage contracts, ensuring compliance with company policies and legal requirements.

Strategy planning, forecasting and execution:

• Partner and collaborate with Sales, Marketing, Supply Chain, Regulatory, Tech Services and Finance team to identify strategies and tactics to accomplish sales and profit objectives.
• Develop the annual aligned distribution forecast and manage monthly changes to achieve full year financial goal.
• Create and maintain account planning through Salesforce platform, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers.

Relationship Management:

• Build and maintain strong, long-lasting relationships with key decision-makers and influencers within target accounts.
• Act as the primary point of contact for Key Accounts, addressing their needs and concerns promptly.
• Conduct regular check-ins and business reviews to ensure customer satisfaction and identify opportunities for growth.

Budgeting Management:

• Responsible for monitoring and adhering to company guidelines for producing individual sales targets, expenses, promotion, travel, and entertainment budgets.

Brand and Program management:

• Create and deliver internal and external sales presentations in partnership with KAM Team, Product Marketing and Marketing Communications. Identify suitable marketing/promotional programs, obtaining buy- in and approval on strategic business plans.

High Performing Team:

• Develop a high-performance team and drive a culture of extreme ownership, accountability, meritocracy, and inclusiveness.
• Collaborate with HR on people development, performance management, culture, and engagement priorities.

REQUIRED EDUCATION AND EXPERIENCE:

• Bachelor’s degree in agriculture sciences, marketing, or related field.
• Proven experience in Key Account Management, sales management within the Crop Protection industry.
• Strong understanding of the US agricultural landscape and the Crop Protection market.
• Proven success in leadership roles in sales & marketing in a large, matrixed organization.
• 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.

LOCATION: United States (Remote)

TEAM: Direct Reports: 4- 6

TRAVEL: 60- 70% of the time on the job

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.

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