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Job Description:

Job Summary: -

The Account Executive Sales Position focuses on growing the business and expanding the relationships with SBM customers for predefined territory. Our Account Executive is responsible for acquisition of new and developing Small and Medium customers with main objective of Revenue, Volume and Gross Profit Growth by delivering sustainable supply Chain Solutions.

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 BuildingSelf-motivated and result oriented.Demonstrate Adaptability and accountabilityUse Ethical PracticesCollaborative 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 solutionsCustomizes standardized presentation templates with customers’ information to illustrate benefits of solutions to customersAnalyzes customers’ billing technology to understand their needs and recommend UPS products and servicesPerforms pre-call analysis (e.g., research account history, shipping details, complaints, etc.) to prepare for sales calls.Research 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 strategySells UPS suite of technology solutions (e.g., Trade Ability, Quantum View, and Campus Ship, etc.) to customers to secure their businessAssesses previous sales calls to determine action plans for subsequent visitsResearch existing UPS account history to obtain background information (e.g., pay history, shipping routes, etc.) and identify and prioritize large sales opportunitiesUtilizes DRIVE to document customer information and provide account status to the sales teamMaintains and monitors records of customer information and account performance to track sales performance to objectivesReviews various Business Information and Analysis reporting tools to assess account performance and generate reports for managementPresents solutions to customers to gain approval of proposals and move forward with the sales cycleExecutes on previously signed contracts (e.g., UPS Freight/ UPS Express) to introduce new products and services to customers and expand business within customer accountsSubmits customer pricing requests to Pricing Analysts to generate new or revised price quotesNegotiates with internal groups (e.g., Pricing, Revenue Management, etc.) to create proposals and move forward with the sales processAnalyzes price quotes to verify accuracy and determine how to propose the solution to the customerSetting 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 needsGenerates customer-facing reports to outline shipping history, billing history, and accounts’ incentives (i.e., contracted discounts) and renegotiate contractsFollows-up with customers to ensure customer trades to potential /commitmentTrains customers on billing analysis tools and electronic billing files to facilitate report generationTrains customers on proper packaging techniques to avoid damagesParticipates 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 resolutionsFacilitates the drive for debt recovery from Customers in conjunction with F & AFacilitates 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 sustainabilityExcellent communication and presentation SkillsFocus on Sale - Networks, and uses Experts/Tools/Systems to help in leveraging customer relationship, network and have a variety in new accountsHigh 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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Compensation & Benefits breakdown: -

Position will be offered to candidates under Local Terms of Employment.

Employee Type:
 

Permanent

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