Strategic Account Manager

UPL Ltd. Peoria , IL 61601

Posted 2 months ago

JOB Summary: Manage necessary sales activities involving external customers with large strategic customers. Apply strategic sales tactics to achieve budgeted sales and profit objectives in alignment with company objectives.

REQUIRED EDUCATION AND EXPERIENCE: College degree required with a preferred focus in Agro Science or Business in addition to a minimum of 5 years sales experience managing a sales area. 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.

JOB RESPONSIBILITIES:

50% Manage 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 strategic accounts. Communicate with internal and external customers (distributors, retailers) to accomplish account objectives for current products and new 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.

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 strategic business plans.

KEY COMPETENCIES:

Global Competencies include: Change Management; Communication; Creativity; Customer Focus; Individual Development; Results Orientation.

Position Competencies include:

Creativity

  • Seeks out and implements novel solutions that improve processes, systems, products, or services.

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 high standards of performance for self and/or others.

Influence

  • Able to get others to adopt an action by using data, facts, logic and credible personal presence.

Relationship Management

  • Manages the account; fosters partnering relationships with customers; address the cost of sales and resource allocation; resolves customer concerns.

Consultative Selling

  • Understands the sales process; builds customer networks; conducts discovery/probing; aligns strategic account plans with company and customer needs; and designs and presents solutions.

Initiative

  • Recognizes what needs to be done and takes action and accomplishes results as the situation demands.
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Strategic Account Manager

UPL Ltd.