Technical Sales Support Manager
United Phosphorus Limited (UPL), Emporium, PA, United States
Function: Field Research & Technical Development
Employee Type: Permanent Full Time
Seniority Level: Mid-Senior level
UPL Limited (NSE: UPL & BSE: 512070, LSE: UPLL) is a global provider of sustainable agriculture products and solutions, with annual revenue exceeding $6bn. We are a purpose-led company. Through OpenAg®, UPL is focused on accelerating progress for the food system. We are building a network that is reimagining sustainability, redefining the way an entire industry thinks and works – open to fresh ideas, innovation, and new answers as we strive towards our mission to make every single food product more sustainable. As one of the largest agriculture solutions companies worldwide, our robust portfolio consists of biologicals and traditional crop protection solutions with more than 14,000 registrations. We are present in more than 130 countries, represented by more than 10,000 colleagues globally. For more information about our integrated portfolio of solutions across the food value chain including seeds, post-harvest, as well as physical and digital services, please visit upl-ltd.com and follow us on LinkedIn, Twitter, Instagram and Facebook.
(EOE) EQUAL OPPORTUNITY EMPLOYER STATEMENT:
UPL provides equal employment opportunities (EEO) to all employees and applicants irrespective of their race, color, religion, gender, marital status, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. In addition to federal law requirements, in every location in which the company has facilities, UPL complies with applicable state and local laws governing non-discrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. UPL also reinforces EEO through its Corporate Business Principles and Code of Business Conduct.
Job Summary Reporting directly to the Technical Service Lead, the Technical Sales Support Manager (TSS) is responsible for the technical sales support for all Ag division products within the assigned territory in the northern tier US. This is a home-based position and can be based anywhere within the assigned territory. This person will work closely with the sales team and will have a dotted line report to the Regional Sales Manager (RSM) within the territory. In addition to supporting sales the TSS will work with key influencers (researchers, consultants, university contacts, growers, distribution technical staff) to establish research and demonstration trials to identify new opportunities and improve product performance. This person should be aligned with UPL sales and marketing goals to position the product portfolio for a successful launch of new products. This person should also steward the products in their region for sustainability of the portfolio as well as customer satisfaction.
Essential Duties and Responsibilities Include the following. Other duties may be assigned.
Work closely with assigned TSMs and their customers to promote UPL products and show value to the end user to generate pull-through sales and demand
Develop relationships with distributors/retailers to promote targeted UPL products. Evaluate distributor proprietary products that can be used in conjunction with UPL products.
Work closely with distributors/retailers to demonstrate efficacy and value
Help define and refine application techniques for new and established UPL brands
Understand and effectively communicate competitive intelligence and market trends
Respond to technical service inquiries from customers and sales/service team members in a timely fashion. Analyze inquiries to be able to identify trends leading to emerging issues
Work closely with marketing to provide support for the creation and presentation of training materials, and to act as a resource in the development of crop plans
Work closely with technical development managers to identify trial locations, summarize and share data, and build out launch plans to support new product introductions.
Train sales team members, distribution partners/retailers and customers on products via virtual and in-person presentations
Identify, plan, place and record all market support trials in the assigned territory. Responsible for coordinating and collecting data for demonstration within the assigned territory.
Represent the company at trade events or industry functions as assigned
Required Skills/Experience
Hold a valid Department of Transportation Driver’s License
Must live within the assigned territory
M.S. in an Agricultural discipline with experience in crop protection sales, research or technical service is required and a Ph.D. is preferred
Must currently hold a pesticide applicators/advisor license or be able to obtain one within 12 months of hire
Experience with major regional crops including rice, soybeans, wheat, corn, cotton, sorghum, and regional specialty crops is required
Experience setting up field trials, analyzing data, interpreting results required. Experience working on/around farm equipment a plus
Can work independently with a team structure, and have ability to understand and present clear, concise data to individuals and in a group setting
Strong time-management, problem-solving and communication skills are also required, along with the desire to be part of a rapidly growing sales and support organization
Proven ability to understand, influence and relate to customers, regulatory agencies, university and contract researchers, and coworkers across the company
Intermediate experience with ARM and MS Office Products (Word/Excel/Outlook/PowerPoint
Technical Service Job Level Ladder
MS Degree:
Technical Service Representative: 0-4 years of experience
Technical Service Manager I: 4-8 years of experience
Technical Service Manager II: 9-12+ years of experience
Ph.D. Degree:
Technical Service Representative: 0-2 years of experience
Technical Service Manager I: 2-6 years of experience
Technical Service Manager II: 7-9+ years of experience
Travel Must be able to travel overnight up to 40% of the time.
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 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’s needs and pain points, fulfills the needs and expectations by focusing on creating value for customers
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Employee Type: Permanent Full Time
Seniority Level: Mid-Senior level
UPL Limited (NSE: UPL & BSE: 512070, LSE: UPLL) is a global provider of sustainable agriculture products and solutions, with annual revenue exceeding $6bn. We are a purpose-led company. Through OpenAg®, UPL is focused on accelerating progress for the food system. We are building a network that is reimagining sustainability, redefining the way an entire industry thinks and works – open to fresh ideas, innovation, and new answers as we strive towards our mission to make every single food product more sustainable. As one of the largest agriculture solutions companies worldwide, our robust portfolio consists of biologicals and traditional crop protection solutions with more than 14,000 registrations. We are present in more than 130 countries, represented by more than 10,000 colleagues globally. For more information about our integrated portfolio of solutions across the food value chain including seeds, post-harvest, as well as physical and digital services, please visit upl-ltd.com and follow us on LinkedIn, Twitter, Instagram and Facebook.
(EOE) EQUAL OPPORTUNITY EMPLOYER STATEMENT:
UPL provides equal employment opportunities (EEO) to all employees and applicants irrespective of their race, color, religion, gender, marital status, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. In addition to federal law requirements, in every location in which the company has facilities, UPL complies with applicable state and local laws governing non-discrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. UPL also reinforces EEO through its Corporate Business Principles and Code of Business Conduct.
Job Summary Reporting directly to the Technical Service Lead, the Technical Sales Support Manager (TSS) is responsible for the technical sales support for all Ag division products within the assigned territory in the northern tier US. This is a home-based position and can be based anywhere within the assigned territory. This person will work closely with the sales team and will have a dotted line report to the Regional Sales Manager (RSM) within the territory. In addition to supporting sales the TSS will work with key influencers (researchers, consultants, university contacts, growers, distribution technical staff) to establish research and demonstration trials to identify new opportunities and improve product performance. This person should be aligned with UPL sales and marketing goals to position the product portfolio for a successful launch of new products. This person should also steward the products in their region for sustainability of the portfolio as well as customer satisfaction.
Essential Duties and Responsibilities Include the following. Other duties may be assigned.
Work closely with assigned TSMs and their customers to promote UPL products and show value to the end user to generate pull-through sales and demand
Develop relationships with distributors/retailers to promote targeted UPL products. Evaluate distributor proprietary products that can be used in conjunction with UPL products.
Work closely with distributors/retailers to demonstrate efficacy and value
Help define and refine application techniques for new and established UPL brands
Understand and effectively communicate competitive intelligence and market trends
Respond to technical service inquiries from customers and sales/service team members in a timely fashion. Analyze inquiries to be able to identify trends leading to emerging issues
Work closely with marketing to provide support for the creation and presentation of training materials, and to act as a resource in the development of crop plans
Work closely with technical development managers to identify trial locations, summarize and share data, and build out launch plans to support new product introductions.
Train sales team members, distribution partners/retailers and customers on products via virtual and in-person presentations
Identify, plan, place and record all market support trials in the assigned territory. Responsible for coordinating and collecting data for demonstration within the assigned territory.
Represent the company at trade events or industry functions as assigned
Required Skills/Experience
Hold a valid Department of Transportation Driver’s License
Must live within the assigned territory
M.S. in an Agricultural discipline with experience in crop protection sales, research or technical service is required and a Ph.D. is preferred
Must currently hold a pesticide applicators/advisor license or be able to obtain one within 12 months of hire
Experience with major regional crops including rice, soybeans, wheat, corn, cotton, sorghum, and regional specialty crops is required
Experience setting up field trials, analyzing data, interpreting results required. Experience working on/around farm equipment a plus
Can work independently with a team structure, and have ability to understand and present clear, concise data to individuals and in a group setting
Strong time-management, problem-solving and communication skills are also required, along with the desire to be part of a rapidly growing sales and support organization
Proven ability to understand, influence and relate to customers, regulatory agencies, university and contract researchers, and coworkers across the company
Intermediate experience with ARM and MS Office Products (Word/Excel/Outlook/PowerPoint
Technical Service Job Level Ladder
MS Degree:
Technical Service Representative: 0-4 years of experience
Technical Service Manager I: 4-8 years of experience
Technical Service Manager II: 9-12+ years of experience
Ph.D. Degree:
Technical Service Representative: 0-2 years of experience
Technical Service Manager I: 2-6 years of experience
Technical Service Manager II: 7-9+ years of experience
Travel Must be able to travel overnight up to 40% of the time.
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 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’s needs and pain points, fulfills the needs and expectations by focusing on creating value for customers
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