JOB DESCRIPTION – ACCOUNT EXECUTIVE (Territory Sales Manager) “Operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. Beginning as a small messenger service started by enterprising teenagers and a $100 loan, UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small. UPS understands and appreciates its responsibility to help build safer, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.” Business Unit -UPS Supply Chain Solutions Job Summary: Territory Sales Manager (Account Executive) Sales Position focuses on growing the business and expanding the relationships with SBM customers for predefined territory. Our Account Executive is responsible for acquisition of new and developing Small and Medium customers with main objective of Revenue, Volume and Gross Profit Growth by delivering sustainable supply Chain Solutions. Essential functions of the role • Business Development and acquisition of new SBM to large national customers in line with organization growth and go to market strategies. • Focus on long term sustainable business strategies – RFQ and long term contracts. • Developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business and securing contract agreements from previously noncontracted customers. • Control revenue by maximizing profits through price strategies, margin control and mitigating customer loss. • Presenting complete portfolio of UPS in front of customers to penetrate revenue and volumes streams. • Achieve assigned monthly, quarterly and yearly Sales Goals – Customer’s acquisition, Volume growth, Revenue Growth and Gross profit. • Timely update of Sales activities in UPS Drive Sales system and following Sales and organizational policies. • Reporting to all the aspect of Sales activities and customers to manager on daily basis. • Collaboration with Pricing/ procurement/ ops/ network to design solutions for customers. Key Skill Sets/Competencies • Professional Selling Skills/Consultative Selling techniques and impactful presentation and communication skills. • Negotiation and Objection Handling Skills for maintenance and sustainability. • Strategic Thinking and Relationship Building • Self-motivated and result oriented. • Demonstrate Adaptability and accountability • Use Ethical Practices • Collaborative and interpersonal skills, networking and uses Experts/ Tools – Drive, Sales navigator and other systems to help in leveraging customer relationship. • Hands on technologies to use the Sales and solution tools. • Ownership and Constant Initiatives in adversity, - Uses Planning activities to achieve assigned goals. Task and Activities of a UPS Account Executive Pre Selling • Developing Sales Pipeline and funnel in line with assigned targets and UPS SCS go to market strategies – Focus on SMB market segment • Customers meetings to qualifying and developing relationship • Complete Supply Chain mapping of target customers • Collect & communicate market/competition information and implement business development initiatives. • Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls. • Presenting complete UPS portfolio in front of prospects and exhibiting how UPS can help them in handling supply chain challenges. • Researches resources (e.g., current customers, periodicals, competitors, etc.) to identify sales opportunities and obtain contact information. • Updating Sales activities in UPS Sales system – Funnel, pipeline development and progress. Selling • Presenting complete UPS profile in front of customers. • Consultative selling and focus on sustainable and long term business, main for long term rate agreements with large customers. • Utilizes UPS Drive to document customer information and provide account status to the Manager • Maintains and monitors records of customer information and account performance to track sales performance to objectives. • Reviews various Business Information and Analysis reporting tools to assess account performance and generate reports for management. • Presents solutions to customers to gain approval of proposals and move forward with the sales cycle. • Introduce new products and services to customers and expand business within customer accounts. • Submits customer pricing requests to Pricing Analysts to generate new or revised price quotes. • Negotiates with internal groups (e.g., Pricing, Revenue Management, etc.) to create proposals and move forward with the sales process. • Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer. • Follows-up with customers to ensure customer trades to potential /commitment. • Participates in UPS online training classes to prepare for products and services Post Selling • Implementation of Business – singed off agreement with customers. • Setting up SOP – Sales Operating procedure or MOP – Master Operating Plans. - Collaborates with operations and network to implement accounts with special needs. • Filing CEP (Customer engagement program) mapping all the customer expectation and commitment and handling over to all the stakeholders – Ops, Branch, network and getting signed off on customer expectation and UPS deliverables. • Introduction of all the stakeholder of the business to customers key contact points. • Filing Credit applications and submitting all the relevant documents with F&A to approval and filing of credit before execution of the business. • FGV assess to customer for Realtime visibility • Predefined Periodical service review with customer and making sure committee service level are delivered and customer is trading at committee level of business revenue and volumes. • Supporting Credit control team for on time payment collections. • Exploring further development opportunities. Follows-up with customers to ensure customer trades to potential /commitment. Qualification and Experience. ✓ Minimum - Graduates from approved Government Universities, with excellent communication skills in spoken English, Fluency in the local state language is an added advantage. ✓ MBA’s and those majored / having an additional diploma in Sales and Marketing preferable ✓ Total 3-8 years of experience in Business Development with minimum 3 years in Freight forwarding and supply Chain domain. ✓ Minimum 3 years of experience of business development.