UPL is seeking a dynamic and experienced professional to lead our North America Commercial Ag team across two critical business areas: Natural Plant Protection (NPP), Seed & Soil Health (SS&CH). This role will provide strategic leadership and direction to drive growth in seed treatment, in-furrow, soil health, biological solutions. The incumbent will develop and execute commercial strategies, manage high-value customer relationships, and ensure alignment with regional and global objectives.
The role holder will collaborate with cross-functional teams, oversee new product launches, and ensure compliance with regulatory standards. They will lead a high-performing sales organization, deliver on financial targets, and strengthen UPL's brand presence in the North American market.
JOB RESPONSIBILITIES:
Commercial Strategy & Sales Management
- Develop and execute annual sales plans for NPP and SS&CH in collaboration with US Sales, Marketing, R&D, SCM, and Finance.
- Deliver tactics to achieve annual revenue and profitability targets across both business areas.
- Drive customer forecasting, quarterly planning, and new product launches for NPP and SS&CH.
- Manage relationships with assigned companies and specialty distributors to maximize growth opportunities.
- Lead participation in key industry events, tradeshows, and strategic customer meetings.
- Oversee SG&A budgets for NPP and SS&CH areas.
Forecasting & Execution
- Develop annual forecasts and manage monthly updates to achieve financial goals.
- Ensure Salesforce adoption across teams for customer planning, pipeline management, and reporting.
- Maintain accurate regional forecasts by product and volume, aligned with annual budgets.
- Participate in key business calls (CST, S&OP) to ensure effective communication and alignment acrossregions.
Customer Relationship Management
- Build and maintain strong relationships with distributors, retailers and growers
- Elevate NPP and SS&CH offerings to a strategic position with key accounts.
- Collaborate with Key Account Management (KAM) team on integrated roadmaps and offers.
- Lead negotiations and contract management ensuring compliance with company policies and legal requirements.
Budget & Financial Management
- Monitor and adhere to company guidelines for sales targets, expenses, promotions, and travelbudgets.
People Leadership
- Develop and lead a high-performance team across NPP and SS&CH.•Drive a culture of accountability, meritocracy, and inclusiveness.
- Set clear objectives, conduct bi-annual performance reviews, and implement training programs to enhance sales capabilities.
- Collaborate with HR on talent development, engagement, and succession planning.
REQUIRED EDUCATION AND EXPERIENCE:
- Bachelor's degree in Agronomy, Agribusiness, or related field required; Master's degree preferred.
- 15+ years of experience in seed, seed treatment, and biologicals with proven success in leadership roles.
- Strong understanding of the US agricultural landscape, distribution channels, and cropping practices.
- Demonstrated ability to develop and execute commercial strategies across multiple business segments.
- Excellent communication, negotiation, and relationship-building skills.•Results-oriented with a track record of achieving and exceeding sales targets.
UPL COMPETENCIES:
- Adaptability & Resilience: Recognizes and is open to changing circumstances and alters behavior andscales up as necessary; increases personal awareness and appreciation of individual and cultural differencesto create an open, inclusive, and accepting workplace.
- Entrepreneurial Mindset: Has a creative mindset and ability to think holistically, takes calculated risks andmaximizes opportunities.
- Results Orientations: Takes action, pursues goals with persistence and achieves results; communicatesgoals and vision to the team to drive enthusiasm and ambition.
- Execution Excellence: Enhances the speed of execution and builds efficiency in processes, systems andpeople; has sharp focus on quality-orientation.
- Strategic Orientation: Demonstrates knowledge of the social, economic, and environmental factors andhow they impact the business. Identifies key issues that could impact the business and develops strategythrough an analytical lens / design thinking.
- Building Teams and Talent: Empowers colleagues through knowledge sharing and delegation, quicklyestablishing rapport; provides recognition for achievements and accomplishments.
- Customer Centricity: Understands the customer needs and pain points, fulfills the needs andexpectations by focusing on creating value for customers.