District Account Executive

UPS•Middleburg Heights, OH

About The Position

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. 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. We would prefer to find a candidate within the North Detroit region including but not limited to Oakland County, Macomb County, or Flint, MI.

Requirements

Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer
Employer will not sponsor a visa for this or future positions
Must be currently located in the same geographic location as the job or willing to relocate yourself
Must be available to work flexible hours
Must be willing to travel, as required

Nice To Haves

Demonstrates ability to conduct research and develop territory sales plans and possesses organization/strategic planning skills
Ability to demonstrate strong complex problem solving skills
Demonstrates a perpetual inclination for learning
Proficient with Microsoft Office Products (Word, Excel, Access, and Outlook)
Minimum 3 years of experience in successful territory management
Minimum 3 years of sales experience
Business-to-Business or Business-to-Consumer sales experience, or UPS management or customer facing role experience
Bachelor's Degree (or internationally comparable degree) in Business, Marketing or related field
Minimum 3 years of Freight Forwarding sales experience

Responsibilities

Penetrates existing account base to better understand full supply chain, leading to new business opportunities and key decision maker relationships
Coordinates customer meetings with decision-makers to identify needs over wants, determine areas of opportunity, and develops sales strategies to win new business
Identifies areas of churn to develop strategies for winning back business
Prospects and hunts for new business through various customer opportunity identification methods including published data, industry guides, referrals and territory management
Targets customer opportunities that exceed five hundred thousand dollars or more in total opportunity revenue annually
Engages with the customer to identify areas of need while creating value throughout the sales process
Facilitates customer entertainment to develop and solidify relationships with preferred customers
Collaborates with Operations to establish standard operating procedures for meeting customer expectations
Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities
Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented
Plans Quarterly Business Reviews (QBR’s) with customers to review business trends and UPS time and transit performance
Participates in joint customer calls with peers and counterparts to promote UPS products/services
Attends functional meetings with sales counterparts to promote enterprise selling
Identifies account decliners/gainers to develop strategies for winning back business and promoting future growth
Uses state of the art Customer Relations Management software (CRM) to develop strategic plans for customer growth and development