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
