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Job Description:
This position develops new/existing business relationships in the Small to Medium size Business market (SMB). The incumbent drives revenue growth through strategic, customer focused selling. This role will identify, position, and expand opportunities for all UPS Global Freight Forwarding products/services. This position will produce revenue growth by identifying key decision makers, coordinating customer meetings, and developing comprehensive logistics solutions for the UPS Enterprise. The incumbent promotes internal business relationships and identifies opportunities for sharing business leads and joint account support. This role seeks to attain a comprehensive understanding of their customers' supply chain, leading to new business and developing relationships with C-level decision makers. The incumbent will also be responsible for training customers on various technology platforms to ensure accurate billing, pricing, and other UPS services are delivered.
Responsibilities
- Penetrates existing account base to better understand full supply chain, leading to new business opportunities and key decision maker relationships
- Coordinates customer meetings with decision-makers to identify needs over wants, determines areas of opportunity and develops sales strategies to win new business
- Identifies areas of churn to develop strategies for winning back business
- Prospects and hunts for new business through various customer opportunity identification methods including published data, industry guides, referrals and territory management
- Targets opportunities that start at $100,000 in total opportunity revenue annually
- Engages with the customer to identify areas of need while creating value throughout the sales process
- Facilitates customer entertainment to develop and solidify relationships with preferred customers
- Collaborates with Operations to establish standard operating procedures for meeting customer expectations
- Educates customers on technology solutions to provide independent tracking, pricing and reporting capabilities
- Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented
- Plans Quarterly Business Reviews (QBR’s) with customers to review business trends and UPS time and transit performance
- Participates in joint customer calls with peers and counterparts to promote UPS products/services
- Attends functional meetings with sales counterparts to promote enterprise selling
- Identifies account decliners/gainers to develop strategies for winning back business and promoting future growth
- Uses state of the art Customer Relations Management (CRM) software to develop strategic plans for customer growth and development
Preferences
- Demonstrates ability to conduct research and develop territory sales plans
- Possesses organization/strategic planning skills
- Proficient with Microsoft Office Products (Word, Excel, Access, and Outlook)
- 3 years of experience in successful territory management
- 3 years of sales experience
- Experience in Business-to-Business or Business-to-Consumer sales or UPS management or customer facing role
- Bachelor's Degree (or internationally comparable degree) in Business, Marketing or related field
- Bachelor’s Degree (or internationally comparable degree) or minimum 3 years of sales experience focused in freight forwarding sales
Additional Information for Internal Candidates:
- Territory covers The San Francisco Bay Area
- This job is a grade 06A
- The last day to apply is 11:59pm May 13th
Employee Type:
Permanent
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
**Other Criteria: **
UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.
Basic Qualifications:
Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.
Pay Range:
The salary range for this position is $65,820.00/year to $98,760.00/year. Actual compensation is based on various factors such as location, job-related knowledge, skills, education/training, and work experience. This position is eligible for our sales incentive plan and offers the annual management incentive plan, subject to applicable eligibility requirements. Incentives are not guaranteed and are dependent upon individual and/or company performance. Our company offers the following benefits for this position, subject to applicable eligibility requirements. Medical/prescription drug coverage, Dental & Vision Benefits, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Basic and Supplemental Life Insurance & Accidental Death and Dismemberment, Disability Income Protection Plan, Employee Assistance Program, Educational Assistance Program, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick/Family and Medical Leave time as required by law, Discounted Employee Stock Purchase Program.