Regional Account Manager, Southwest

JOB SUMMARY: Work with strategic accounts, regional sales team, and Key Account Managers (KAM) to identify and implement growth strategies within the 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.

JOB RESPONSIBILITIES:

30%

• Align with Key Account Managers and Regional Sales Manager to ensure alignment and focus to assist with the pull-through strategy across the region
• Develop, manage, and achieve key annual and long-term strategies for assigned distribution accounts within the region.
• 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

30%

• Manage territory customer accounts; establish and maintain regular contact with customers and key influencers to achieve territory sales targets.
• Develop and implement product/distributor/dealer support programs for territory.
• Communicate with internal and external customers (distributors, retailers, agricultural consultants, and key growers) to accomplish territory objectives.
• Develop and execute annual territory business 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.

20%

• Assist the Region Sales Manager and Key Account Manager with the annual aligned distribution 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

10%

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

10%

• Create and deliver internal and external sales presentations; prepare presentation materials, including handouts and graphics. Work closely with immediate supervisor or product management to identify suitable marketing/promotional programs, obtaining buy- in and approval on strategic business plans.

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 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 70-80% of time on the job

Preferred State of Candidate Location: Texas, Oklahoma, New Mexico, Arizona