Experience:
No experience
Employment Type:
Full time
Posted:
9/22/2019
Job Category:
Sales
Sales Account Executive
(This job is no longer available)
UPS | Burtonsville, MD
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Job Description

The Account Executive is responsible for achieving his/her assigned sales plan by generating profitable UPS Small Package revenue growth through the development of new business and the retention of existing business within his/her territory. This position analyzes customers' current supply chain needs to create appropriate solutions and promptly respond to customers' requests.

The Account Executive conducts face-to-face customer sales calls. He/She travels to customer sites to hold meetings and gather information. This position analyzes customer billing technology and proposes technology solutions. The Account Executive builds relationships with key stakeholders, and generates revenue opportunities across all product and service lines. He/She prepares pre-sale action plans and customized presentations, and performs pre-call research and analysis. This position ensures smooth implementation and account setup, training customers on UPS technology solutions, billing analysis tools, and packaging techniques. The Account Executive also responds to internal and external customer concerns or problems, determines corrective actions, and/or assigns response personnel.

Responsibilities and Duties

* Maintains and grows a book of business (e.g., ground, air, international, freight)
* Introduces new products and services and expands business opportunities within customer accounts
* Tracks sales performance to objectives
* Monitors account statistics and qualifies internal sales leads to identify opportunities and create an effective sales strategy
* Utilizes resources and account history to prepare for sales calls
* Submits pricing requests and analyzes price quotes
* Develops standard operating procedures (SOPs), generates standard and customized reports and queries, accesses appropriate databases, and interprets and clarifies data

Knowledge and Skills

* 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
* Business, Financial, and Industry Knowledge: Demonstrates a general understanding of industry and financial trends impacting UPS and/or customers' organizations; identifies the organizational structure and functions within a business
* 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: 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
* 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
* Negotiation: 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
* Solves Customer Problems: Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions
* 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 basic understanding of supply chain concepts; identifies issues within a supply chain
* Experience with Business to Business or Business to Consumer sales - Preferred
* Flexible travel schedule - Preferred
* Experience using Microsoft products or equivalent software - Preferred

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

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.