Regional Sales Manager - Lower North Island

Role Title: Regional Sales Manager - Lower North Island

Reports To: Head of Sales

Business Unit: Sales

Sub Business Unit: Sales

Location: Napier, Hastings

Global Job Level: GJL3

Prepared by: Paul Dunn

Approved by:

Division Overview:

Tolead, develop, and executeUPL's regional sales strategy by managing distributor networks, channel partners, and field teams - ensuring sustainable business growth and farmer-centric value delivery.

Role Purpose: Responsible fordriving revenue growth, expanding market presence, and managing the sales strategy within your assigned geographic region. This role acts as a bridge between UPL's strategic objectives and on-ground execution.

Key Working Relationships

Internal

Country Head / Head of Sales

Regional sales team

NPP, Technical, Regulatory team

Marketing Team

Supply chain team

External

UPL retailer partners

Industry organisations

Independent agronomists and key influencers

Role Accountabilities

1.Role Specific Accountabilities

Build and maintain strong relationships with UPL retail customers through regular, purposeful contact within the assigned territory

Proactively manage the territory to meet and exceed sales targets and KPIs

Engage key stakeholders across the territory to grow awareness and advocacy for UPL and its product portfolio

Provide regular, structured feedback to the Head of Sales on market conditions, competitor activity, and pricing dynamics

Own forecasting accuracy for the regional sales team, ensuring timely and reliable inputs

Conduct quarterly business reviews with key accounts to track performance and identify growth opportunities

Develop UPL brand preference with key retailers, positioning UPL products as the preferred choice in corporate tender processes

Partner with the customer service team to deliver best-in-class service to all retailer partners

Provide high-quality technical support and agronomic advice to customers across the territory

2.Sales Strategy & Target Achievement

Drive achievement of regional sales targets across volume and value, spanning crop protection, biologicals, adjuvants, and specialty nutrition portfolios

Develop and execute regional go-to-market strategies aligned with UPL's national commercial objectives

Monitor sales performance metrics regularly and take proactive corrective action where needed

3.Customer - Internal and External

Build effective, collaborative relationships with internal stakeholders to ensure aligned and seamless customer outcomes

Anticipate and exceed both internal and external customer needs, managing expectations proactively

Take personal ownership of customer service standards and continuously raise the bar on service delivery

Identify, understand, and respond to evolving customer needs with agility and professionalism

4.Systems & Processes

Comply with business processes, systems and policies.

Deliver all required business system outcomes accurately and on time

5.Workplace Health, Safety and Environment

Comply fully with all UPL WHS policies, procedures, and practices in line with the UPL Health, Safety and Environment Policy

Actively support and participate in HSE initiatives, projects, and programmes

Person Specifications

Technical Competencies, Skills, Knowledge & Qualifications

Core Behaviours

Demonstratable Passion for New Zealand Agriculture

Sound agronomy skills across agricultural and horticultural crops, with high competency to service Apple growers.

Excellent Communication skills

Excellent Organisational skills

Competent in the use of the Microsoft Office suite of applications

Previous sales experience

The desire to progress within the UPL business

Core Competencies:

.Results Orientation

.Adaptability & Resilience

.Entrepreneurial Mindset

.Customer Centricity

.Building Teams & Talent (Leadership)

.Strategic Orientation

.Execution Excellence

Results Focus

.Strives to improve personal and business performance.

.Demonstrates commitment to UPL's objectives.

.Uses initiative to problem solve and sees tasks through to completion.

.Follows through on commitments made, taking responsibility for own actions.

Adaptability

.Demonstrates a flexible approach to change.

.Generates, promotes, and supports the implementation of new ideas/approaches.

.Adapts quickly and effectively to changing demands.

Commitment to Safety

.Observes & practices safe & environmentally acceptable work methods.

.Maintains awareness of changes to safety policies & procedures.

.Contributes positively to a safe and fair work environment for all.

Teamwork and Communication

.Communicates clearly, accurately and persuasively.

.Shares information openly, listening to and inviting views of others.

.Cultivates productive working relationships across teams.

.Develops rapport and trust with colleagues across all businesses