Key Account Manager NW

ABOUT UPL:

UPL is focused on emerging as a premier global provider of total crop solutions designed to secure the world’s long-term food supply. Winning farmer's hearts across the globe, while leading the way with innovative products and services that make agriculture sustainable, UPL is the fastest-growing company in the industry. Our successes in the field add up to powerful financials. UPL delivers results from protecting crops that translate into attractive investor value. Based on the recognition that humankind is one community, UPL’s overarching commitment is to improve areas of its presence, workplace, and customer engagement.

Our purpose is ‘OpenAg’. An agriculture network that feeds sustainable growth for all. No limits, no borders.

We are one team, for maximum impact. One team with shared goals. 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. We think outside the box and go beyond our comfort zone. We believe in agility, we mix the power of speed, with structure from process. And wherever we can, we always believe in having fun

Role Summary

To support and drive the management of the business interests in the NW region. This role ensures growth and sustainability by providing technical support, distributor engagement, commercial alignment, and strategic planning with customer satisfaction being the primary goal.

Role Responsibilities

Commercial

• Support the relationship management with all customers and agents within your geographical scope.
• Support the sales drive and related activities for all products in the region.
• Deliver on growth expectations for NW region by supporting distributors, continuously analysing regional dynamics, identifying opportunities, and submitting strategic proposals.
• Manage and implement sales incentives to motivate performance across NW Region
• Identify, evaluate, and develop distribution options to strengthen market coverage and improve reach in NW region.

Forecasting

• Support the management and forecasts for NW Region, ensuring consistent tracking of forecast accuracy.
• Ensure alignment between forecasts and budgets for NW Region.
• Drive the continuous improvement of forecast accuracy, supporting better business planning and decision-making.
• Monitor performance metrics including price, volume, sales, and gross profit (actual vs. forecast vs. previous year) to ensure budget targets are met.
• Facilitate alignment between commercial and supply chain teams to support efficient product availability and delivery for NW Region

Technical

• Provide technical training and support NW Region, including support during agent and farm visits, field trials, and farmer days
• Handle and resolve product complaints efficiently, ensuring customer satisfaction and product integrity
• Liaise closely with the Technical Department to stay updated on product developments, share field insights, and align technical messaging in NW region.

Marketing

• Work closely with the Marketing Department to support the region.
• Gather and share marketing intelligence by engaging with distributors, agents and farmers to understand competitor activity, market trends, and customer needs.
• Submit strategic proposals to the Marketing team based on regional insights and opportunities in the region
• Support and drive the implementation of marketing plans to ensure successful execution and alignment with commercial objectives.

Pricing

• Conduct regular analysis of competitor pricing to remain competitive and responsive to market dynamics.
• Determine pricing per product and develop a clear, market-aligned pricing strategy.
• Manage tender approvals and costing, ensuring compliance, profitability, and alignment with commercial goals.
• Monitor tender volumes and pricing in line with submitted bids, tracking performance and execution.
• Oversee the monthly maintenance of the price list, ensuring all product pricing is accurate and up to date.

Sales Administration

• Oversee the end-to-end sales administration process for NW region, ensuring smooth execution
• Collaborate with internal departments to ensure accurate and timely order fulfilment, and proactively address any administrative challenges that may impact customer satisfaction or business continuity.

Responsibility Weightage and % of Time Spent Matrix

Responsibility

Weightage

% of Time Spent

Commercial

40

40%

Technical

20

20%

Marketing

20

20%

Sales Administration

20

20%

Internal Stakeholders

• Liaise with Commercial, Development, and Marketing teams on all aspects related to the regions portfolios, including:

• • New product launches
  • Technical training and support
  • Focus product promotion
  • Marketing activities, demonstrations, and field events

• Coordinate with the Supply Chain team to ensure accurate forecasting and consistent stock availability for the region

External Interactions

• Engage with key external stakeholders to support the region, including:
  • Distributors and their representatives to ensure alignment on sales, technical, and marketing objectives.
  • Farmers, providing product support, technical advice, and gathering field insights.
  • Researchers and industry specialists to stay informed on innovations, trends, and collaborative opportunities.
  • Suppliers to maintain product availability, quality standards, and explore new solutions.

Knowledge, Skills and Experience Required

Technical Requirements:

• 10 years’ experience in crop protection industry in marketing & business development positions
• BASOS and AVCASA certified.
• If not BASOS and AVCASA certified, will be required to successfully obtain within first year of service.
• Good business/market intelligence and excellent technical skill regarding marketing tools and strategies.
• Broad knowledge of agrochemical & Ag input business with good industry credibility and value chain expertise
• General knowledge of the market and regulatory processes.
• Financial acumen with ability to understand basic financial principles.

Behavioural Requirements

• Change management.

• Communication.

• Creativity.

• Customer focus.

• Individual development.

• People Leadership.

• Result orientation.

• Strategic thinking and forward planning

• Attention to detail.

• Motivated and driven.

• Work well within a team but also be able to be self-regulate.

• High proficiency in administration and computer programmes.

• Bilingual – Fluent in English and Afrikaans.

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 difference/s 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

Acts, 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 business. Identifies key issues that could impact the business and develop 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

Understanding the customer needs and pain points, fulfills the needs and expectations by focusing on creating value for customers.