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Head, Sales US Ag
4 months ago
Job Summary: UPL is seeking a dynamic and experienced Sales and Marketing professional to lead the Ag Sales & Commercial teams across the regions and the Seed & Soil Health business within the United States. This role will also be responsible to drive growth as aligned to the regional business objectives while developing and executing strategic plans to achieve sales targets in partnership with the Region Marketing Head, North America, and Head of Key Account Management for U.S. Ag. This role is expected to provide leadership and direction to the Sales team to create a strategy and execution plan for achieving the commercial business objectives for the US. The role holder develops relations with key customers, channel partners, industry forums and internal cross-functional stakeholders to drive business growth and build a stronger UPL brand in the market. They also ensure compliance with regulations while leading the sales team to success in a competitive market. Open to a remote candidate for the right background.
JOB RESPONSIBILITIES:
Sales Management:
- Partner with the cross functional teams including Key Account Management (KAM), Marketing, Regulatory, Research & Development (R&D), Supply Chain & Manufacturing (SCM) and Finance to develop an annual regional sales plan for the U.S. Ag business.
- Sales planning and management along with the Regional Sales Managers (RSM's) for delivering the annual sales budget for the regions within the United States.
- Deliver the targets including NPL (new product lunch), NPP (UPL's Bio-Solutions portfolio) & top 10 products.
- Driving strategic growth plans for the Seed & Soil Health (S&SH) business in the United States.
- Strategic summer account planning by each customer.
- Drive key meetings including tradeshows & New product launches.
- Develop annual forecast and manage monthly changes to achieve full year financial goal.
- Drive the utilization of the Salesforce platform, ensuring training, retaining & communicating significant customer interactions/information, and maintain annual business plan for the customers.
- Work with RSM's to develop & maintain a monthly region by product by volume forecast working with the entire team aligning to the annual business budget.
- Responsible for ensuring calls cross-functionally (e.g., CST, S&OP, etc.) to maintain effective regional communications, understand issues & opportunities and align messaging to the regions weekly team calls.
- Responsible for U.S. Sales and Operational Planning to align all relevant functions to accurately forecast and to manage supply and demand.
- Consistent and regular communication with UPL North America Leadership, Key Account Management, U.S. Product and Customer Marketing, Supply Chain & Manufacturing, Finance and Tech Service Teams to ensure regional alignment.
- Develop key relationships with key distribution, retailers, seed companies, growers, and decision influencers.
- Set direction and drive results with the team's key selling activities with the KAM team and Seed Applied Technology Lead and Regional Sales Managers to ensure alignment with regional customer focus.
- Collaborate with account management while managing negotiations with the key customers, retails to secure mutually beneficial agreements. Develop and manage contracts, ensuring compliance with company policies and legal requirements.
- Responsible for working with the Finance, SCM, Marketing and HR teams to prepare, manage and be accountable for the SGA budget for all regions in U.S. and the Seed & Soil Health business.
- Responsible for monitoring and adhering to company guidelines for producing individual sales targets, expenses, promotion, travel, and entertainment budgets.
- Develop a high-performance team and drive a culture of accountability, meritocracy, and inclusiveness.
- Define team objectives to achieve the annual budget and conduct bi-annual reviews to ensure that the team and individuals are performing towards their goals.
- Be accountable for the communication of goals, sales incentive plan metrics, tracking and monitoring performance, developmental feedback to the teams.
- Utilize key training tools to increase the team's overall capabilities in order to ensure readiness of the teams to engage with customers, enable sales and deliver results (e.g., UPL Tools).
- Ensure that each team's focus is linked to the regional plan and each team is focused on their timing on key campaign initiatives.
- Collaborate with HR on people development, performance management, culture, and engagement priorities.
- Bachelor of Agriculture Sciences/ Agriculture Economics (preferred); Master's degree in business administration will be a strong plus.
- 10 plus years of relevant experience in Sales and Marketing leadership roles, with exposure to Sales operations and analytics within the Ag industry in the United States.
- Demonstrated analytical, financial skills balanced with business acumen.
- Excellent verbal and written communication skills.
- Ability to collaborate with key stakeholders (management, peers, sales, supply chain, finance, marketing) through challenges and opportunities.
- Ability to lead, influence and problem solve on key matters that involve cross-functional teams without direct reporting relationships.
- Proactively seek opportunities to enhance the business and sales force efficiency through turning data into actionable insights.
- 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.
Travel: Approximately 40-50% of time on the job for meeting with the regional sales teams, engaging with customers, external networking events and internal meetings.
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
