Job Description

This position develops new/existing business relationships in the Small to Medium size Business market (SMB). The incumbent drives revenue growth through strategic, customer focused selling. This role will identify, position, and expand opportunities for all UPS Global Freight Forwarding products/services within Supply Chain Solutions Healthcare. This position will produce revenue growth by identifying key decision makers, coordinating customer meetings, and developing comprehensive logistics solutions for the UPS Enterprise. The incumbent promotes internal business relationships and identifies opportunities for sharing business leads and joint account support. This role seeks to attain a comprehensive understanding of their customers' supply chain, leading to new business and developing relationships with C-level decision makers. The incumbent will also be responsible for training customers on various technology platforms to ensure accurate billing, pricing, and other UPS services are delivered. Responsibilities include penetrating existing account base to better understand full supply chain, leading to new business opportunities and key decision maker relationships; coordinating customer meetings with decision-makers to identify needs over wants, determine areas of opportunity, and develop sales strategies to win new business; identifying areas of churn to develop strategies for winning back business; prospecting and hunting for new business through various customer opportunity identification methods including published data, industry guides, referrals and territory management; targeting customer opportunities that exceed $500,000 in total opportunity revenue annually; engaging with the customer to identify areas of need while creating value throughout the sales process; facilitating customer entertainment to develop and solidify relationships with preferred customers; collaborating with Operations to establish standard operating procedures for meeting customer expectations; educating customers on technology solutions to provide independent tracking, pricing, and reporting capabilities; applying sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented; planning Quarterly Business Reviews (QBR’s) with customers to review business trends and UPS time and transit performance; participating in joint customer calls with peers and counterparts to promote UPS products/services; attending functional meetings with sales counterparts to promote enterprise selling; identifying account decliners/gainers to develop strategies for winning back business and promoting future growth; using state of the art Customer Relations Management software (CRM) to develop strategic plans for customer growth and development. Preferences include ability to conduct research and develop territory sales plans, proficiency with Microsoft Office Products, minimum 3 years of experience in successful territory management (preferred), minimum 3 years of sales experience (required), business-to-business or business-to-consumer sales experience or UPS management or customer facing role experience (required), bachelor's degree in Business, Marketing or related field (preferred), minimum 3 years of Freight Forwarding sales experience (preferred). Basic qualifications require U.S. citizenship or lawful work authorization, willingness to work flexible hours and travel as required.

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