He / She will be responsible for achieving his/her assigned sales plan by generating profitability. UPS revenue growth through the development of new businesses and the retention of existing businesses within the assigned accounts. He/she analyses customers current supply chain needs to create appropriate solutions and promptly respond to customers requests.

Designation:

Internal: Account Executive - Business Development

External: Account Manager - Business Development

Essential functions of the role:

Business Development and acquisition of new large national and global customers in line with organization growth and go to market strategies.
Focus on long term sustainable business strategies - RFQ and long term contracts.
Developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business and securing contract agreements from previously noncontracted customers.
Control revenue by maximizing profits through price strategies, margin control and mitigating customer loss.
Presenting complete portfolio of UPS in front of customers to penetrate revenue and volumes streams.
Achieve assigned monthly, quarterly and yearly Sales Goals - Customer s acquisition, Volume growth, Revenue Growth and Gross profit.
Timely update of Sales activities in UPS Drive Sales system and following Sales and organizational policies.
Reporting to all the aspect of Sales activities and customers to manager on daily basis.
Collaboration with Pricing/ procurement/ ops/ network to design solutions for customers.

Key Skill Sets/Competencies

Professional Selling Skills/Consultative Selling techniques and impactful presentation and communication skills.
Negotiation and Objection Handling Skills for maintenance and sustainability.
Strategic Thinking and Relationship Building
Self-motivated and result oriented.
Demonstrate Adaptability and accountability
Use Ethical Practices
Collaborative and interpersonal skills, networking and uses Experts/ Tools - Drive, Sales navigator and other systems to help in leveraging customer relationship.
Hands on technologies to use the Sales and solution tools.
Ownership and Constant Initiatives in adversity, - Uses Planning activities to achieve assigned goals.

Job Duties:

Pre Selling:

Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions
Customizes standardized presentation templates with customers information to illustrate benefits of solutions to customers
Analyzes customers billing technology to understand their needs and recommend UPS products and services
Performs pre-call analysis (e. g. , researches account history, shipping details, complaints, etc. ) to prepare for sales calls.
Researches resources (e. g. , current customers, periodicals, competitors, etc. ) to identify sales opportunities and obtain contact information

Selling:

Responds to internal sales leads from various sources (e. g. , Sales Lead Incentive Management system, operations, Package Operations staff, etc. ) to identify sales opportunities and create a sales strategy
Sells UPS suite of technology solutions (e. g. , Trade Ability, Quantum View, and Campus Ship, etc. ) to customers to secure their business
Assesses previous sales calls to determine action plans for subsequent visits
Researches existing UPS account history to obtain background information (e. g. , pay history, shipping routes, etc. ) and identify and prioritize large sales opportunities
Utilizes DRIVE to document customer information and provide account status to the sales team
Maintains and monitors records of customer information and account performance to track sales performance to objectives
Reviews various Business Information and Analysis reporting tools to assess account performance and generate reports for management
Presents solutions to customers to gain approval of proposals and move forward with the sales cycle
Executes on previously signed contracts (e. g. , UPS Freight/ UPS Express) to introduce new products and services to customers and expand business within customer accounts
Submits customer pricing requests to Pricing Analysts to generate new or revised price quotes
Negotiates with internal groups (e. g. , Pricing, Revenue Management, etc. ) to create proposals and move forward with the sales process
Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer
Setting up SOP - Sales Operating procedure or MOP - Master Operating Plans (e. g. , later pick up times, etc. ) to satisfy customer complaints. - Collaborates with operations to implement accounts with special needs (e. g. , unique delivery schedules, extra conveyors, additional drivers, etc. ) to adequately handle customers shipping needs
Generates customer-facing reports to outline shipping history, billing history, and accounts incentives (i. e. , contracted discounts) and renegotiate contracts
Follows-up with customers to ensure customer trades to potential /commitment
Trains customers on billing analysis tools and electronic billing files to facilitate report generation
Trains customers on proper packaging techniques to avoid damages
Participates in UPS online training classes to prepare for products and services assessments and quizzes and to stay current on industry knowledge

Post Selling:

Facilitates research of customer complaints (e. g. , late deliveries, damages, billing questions, etc. ) to determine appropriate resolution personnel, discusses complaints with UPS personnel (e. g. , Business Development Manager, business center managers, operations, billing, drivers, etc. ) to determine corrective actions and resolutions
Facilitates the drive for debt recovery from Customers in conjunction with F A
Facilitates proper on-boarding of new customers based on BD guidelines.

Qualifications and Job Specification KPI:-

Minimum - Bachelor s Degree, Master in Business Management/additional diploma in Sales and Marketing preferable.
Minimum 2-3 years of relevant international corporate sales experience in the similar industry.
Professional selling skills, consultative selling techniques expert.
Customer satisfaction and objection handling skills for maintenance and sustainability
Excellent communication and presentation Skills
Focus on Sale - Networks, and uses Experts/Tools/Systems to help in leveraging customer relationship, network and have a variety in new accounts
High Energy levels planned for productive results towards sales funnel and calls, ability to stretch work hours and on opportunities and still remain enthusiastic

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