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, determine 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 customer opportunities that exceed five hundred thousand dollars or more 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 software (CRM) to develop strategic plans for customer growth and development

Preferences:

• Demonstrates ability to conduct research and develop territory sales plans and possesses organization/strategic planning skills

• Ability to demonstrate strong complex problem solving skills

• Demonstrates a perpetual inclination for learning

• Proficient with Microsoft Office Products (Word, Excel, Access, and Outlook)

• Minimum 3 years of experience in successful territory management

• Minimum 3 years of sales experience 

• Business-to-Business or Business-to-Consumer sales experience, or UPS management or customer facing role experience

• Bachelor's Degree (or internationally comparable degree) in Business, Marketing or related field 

• Minimum 3 years of Freight Forwarding sales experience

• Bilingual (Spanish and English) - Preferred

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

• Employer will not sponsor a visa for this or future positions

• Must be currently located in the same geographic location as the job or willing to relocate yourself

• Must be available to work flexible hours

• Must be willing to travel, as required

OTHER CRITERIA:

• Employer will not sponsor visas for position.

• Internal Candidates: This role is a job grade 06A