Senior Account Executive

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Job Description:

Job Summary

This position achieves their assigned sales plan by generating profitable UPS revenue growth through the development of new business and the retention of existing business within their assigned accounts. This position analyzes customers’ current supply chain needs to create appropriate solutions and promptly respond to customers’ requests. This position builds successful partnerships with key stakeholders at all levels of customers’ organizations to cultivate relationships and generate revenue opportunities across all product and service lines. This position meets with customers to discuss complaints and obtain supporting documentation (e.g., invoices, etc.). This position 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.

Responsibilities:
Executes on previously signed contracts to introduce new products and services to customers and expand business within customer accounts
Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls
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
Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer
Generates customer-facing reports to outline shipping history, billing history, and accounts’ incentives (i.e., contracted discounts) and renegotiate contracts
Utilizes Salesforce to document customer information and provide account status to the sales team
Trains customers on proper packaging techniques to avoid damages

Preferences:

Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit

Possesses knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages

Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions

Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position

Works with others to research stakeholders' and key decision-makers' needs, requirements, and perspectives; describes in general terms customer characteristics, preferences, history, processes and constraints; lists what products and services are currently used by customers; uses knowledge of customers to provide input into which products or features to promote.

Understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy

Demonstrates a basic understanding of proper processes, procedures, and use of technology for intermodal transportation

Demonstrates the ability to use negotiation techniques in less complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties

Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions

Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies

Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems

Experience with supply chain concepts

Qualifications:
Experience with supply chain concepts - Preferred
Meets local age and operations requirements to operate a vehicle
Provides own vehicle for business

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

Last Day to Apply 3/22

Job Grade: 230

***This role will cover the Winston Salem South and North centers and Statesville center.

Employee Type:

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

Other Criteria:

Employer will sponsor visas for specific positions. 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.