Job Summary: Manage necessary sales activities involving external customers within the Arizona Coast, Southern California and Alaska territories. Apply strategic sales tactics to achieve budgeted sales and profit objectives in alignment with company objectives.
Job Responsibilities:
50% Manage territory customer accounts; establish and maintain regular contact with customers and key influencers to obtain product performance feedback. 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 for current products
20% Develop annual and monthly forecasts, warehouse stocking forecast, retaining & communicating significant customer interactions/information, and maintain annual business plan for the territory. Monitor product flow and forecasts, investigate and resolve complaints, and
10% Assist in identifying distribution strategies and tactics to accomplish sales and profit objectives.
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 territory business plans
Required Skills/Experience: College degree required with a preferred focus in Agro Science or Business in addition to a minimum of 5 years sales experience with territory responsibilities. Working history in the Agricultural Chemical or related Agriculture Industry preferred. Previous experience working with distributors, retailers, agricultural consultants, and key growers to accomplish territory objectives a plus. PCA License required, CCA License optional.
TRAVEL: Approximately 50-60% of time on the job with Overnights.
KEY COMPETENCIES:
Global Competencies include: Change Management; Communication; Creativity; Customer Focus; Individual Development; Results Orientation.
Position Competencies include:
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 presence