Senior Account Executive

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., research account history, shipping details, complaints, etc.) to prepare for sales calls.

• Responds to internal sales leads from various sources (e.g., 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

• Documents customer information and provides 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

BASIC QUALIFICATIONS:

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

• Must have a Bachelor’s Degree (or internationally comparable degree) or be a current UPS employee with three years of UPS experience