Experience:
No experience
Employment Type:
Full time
Posted:
6/24/2018
Job Category:
Sales
Global Freight Forwarding Sales Account Executive
(This job is no longer available)
UPS | Buffalo, NY
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Job Description

Job Summary

The Freight Forwarding District Account Executive develops new business and maintains existing business in the middle market (e.g., $60 thousand to $2 million) range. He/She engages in conversion, penetration and retention of accounts within an assigned geographic area. This position identifies, positions, and expands opportunities for domestic and international freight. The Freight Forwarding District Account Executive promotes internal business relationships (e.g., UPS Package, Sales Service Centers) to identify opportunities for sharing business leads and conducting joint sales calls. He/she supports customers to ensure committed offerings (e.g., accurate billing, shipping times, pricing and other services) are delivered. This position must have a flexible travel schedule.

The Freight Forwarding District Account Executive generates revenue growth and provides comprehensive customer service. He/She produces revenue growth by identifying decision makers, coordinating customer meetings, and developing comprehensive pricing strategies for bundled contracts to enhance customer business. This position provides customer tracking and shipment status to answer inquiries, and educates and trains customers on technology solutions for tracking, pricing and reporting. The Freight Forwarding District Account Executive assists in establishing standard operating procedures (SOPs) for meeting customer expectations and works with Accounts Receivable to resolve billing disputes.

Other Duties

* Identifies and penetrates new business opportunities from existing and potential new customers.
* Coordinates customer meetings with decision-makers to overcome barriers, determine areas of concern, and identify growth forecasts.
* Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities.
* Collaborates with Operations to establish standard operating procedures for meeting customer expectations.
* Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented.
* Participates in joint customer calls to promote UPS products and service.
* Attends functional meetings to build relationships with sales counterparts (e.g., UPS Package, etc.) for promotion of enterprise selling.
* Identifies areas of churn to develop strategies for winning back business.
* Completes database input to provide visibility of sales pipeline (e.g., opportunities, sales contacts, etc.) and account status for management review.

Preferred Competencies

* Applies Service, Product, and Customer Technology Knowledge: Demonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the company.
* Assesses Business Needs: Demonstrates a general understanding of ways to identify and measure the current needs of the customer or business; uses the business need to help define the project's requirements.
* Conducts Competitive Analysis: Demonstrates a basic understanding of competitor's tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS.
* Conducts Customer Analysis: Demonstrates some advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others.
* Creates Account Strategies: Understands customer's general business needs and knows the account status; may provide information about accounts for use in planning account strategy.
* Freight Forwarding Operations Knowledge: Demonstrates a detailed understanding of processes, procedures, and technology for intermodal transportation; identifies root causes of recurring issues within freight forwarding operations; describes the general structure of freight forwarding operations.
* Strategic Customer Partnerships: Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers' business and objectives.
* Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems.

MINIMUM QUALIFICATIONS

* Experience with Business to Business or Business to Consumer Sales - Preferred
* Experience managing a sales territory - Preferred

UPS is an equal opportunity employer - race/color/religion/sex/national origin/veteran/disability/sexual orientation/gender identity

About UPS

Our Values. Our Purpose. Our Mission.

Empowering careers and commerce around the globe takes more than the concerted efforts of innovative thinkers, collaborative teammates and incredible technology. It calls on the values, purpose and mission that have driven us right from the start.

Our Values - Our Enduring Beliefs

  • We believe that integrity and excellence are the core of all we do.
  • We believe that attention to our customers' changing needs is central to the success of ups.
  • We believe that people do their best when they feel pride in their contributions, when they are treated with dignity, and when their talents are encouraged to flourish in an environment that embraces diversity.
  • We believe that innovation fortifies our organization through the discovery of new opportunities to serve our people and our customers.
  • Integrity - It is the core of who we are and all we do.
  • Teamwork - Determined people working together can accomplish anything.
  • Service - Serving the needs of our customers and communities is central to our success.
  • Quality and Efficiency-We remain constructively dissatisfied in our pursuit of excellence.
  • Safety - The well-being of our people, business partners, and the public is of utmost importance.
  • Sustainability-Long-term prosperity requires our continued commitment to environmental stewardship and social responsibility.
  • Innovation - Creativity and change are essential to growth.

Our Purpose - Why We’re in Business

  • We enable global commerce.

Our Mission - What We Seek to Achieve

  • We fulfill our promise to our constituents throughout the world in the following ways:
  • We serve the evolving distribution, logistics, and commerce needs of our customers worldwide, offering excellence and value in all we do.
  • We sustain a financially strong company, with broad employee ownership, that provides a long-term competitive return to our shareowners.
  • We strive to be a responsible and well-regarded employer by providing our people with an impartial, rewarding, and cooperative environment with the opportunity for advancement.
  • We build on our legacy as a caring and responsible corporate citizen through the conduct of our people and company in the communities we serve.
  • Grow our global business by serving the logistics needs of customers, offering excellence and value in all that we do.
  • Maintain a financially strong company-with broad employee ownership-that provides a long-term competitive return to our shareowners.
  • Inspire our people and business partners to do their best, offering opportunities for personal development and success.
  • Lead by example as a responsible, caring, and sustainable company making a difference in the communities we serve.

UPS Enterprise Strategy

Create Value, Transform, and Invest to Grow

Create value for customers using our superior portfolio of logistics capabilities

  • Demonstrate how the power of logistics can create a competitive advantage for our customers.
  • Offer products and services that expand our customers' access to global markets.
  • Configure our broad portfolio of solutions for targeted industries.
  • Offer industry-leading technology that simplifies and improves our customers' business processes.

Continually transform to strengthen our leadership position

  • Deliver an exceptional customer experience.
  • Apply marketing and sales excellence to drive profitable growth.Apply marketing and sales excellence to drive profitable growth.
  • Enhance performance through quality, efficiency, and technology.

Invest to accelerate growth in key markets and new opportunities

  • Accelerate growth by leveraging our global network and scale.
  • Build our infrastructure and presence in key emerging markets.
  • Expand our offerings of integrated logistics solutions.