District Account Executive - Pittsburgh/Harrisburg, Pennsylvania

UPS Supply Chain Solutions•Pittsburgh, PA

20h

About The Position

The District Account Executive develops new and existing business relationships in the small-to-medium-sized business market and drives revenue growth through strategic, customer-focused selling. The role identifies, positions, and expands opportunities for UPS Global Freight Forwarding products and services by identifying decision-makers, coordinating customer meetings, and developing comprehensive logistics solutions. The position also promotes internal business relationships and opportunities for shared leads and joint account support. It develops an understanding of customers’ supply chains, builds relationships with C-level decision-makers, and trains customers on technology platforms to support accurate billing, pricing, and delivery of UPS services. The territory covers the Pittsburgh and Harrisburg markets, including parts of West Virginia. The role targets opportunities exceeding $500,000 in annual revenue and uses customer relationship management software to develop strategic account growth plans.

Requirements

Minimum 3 years of successful territory management experience.
Minimum 3 years of sales experience.
Experience in business-to-business or business-to-consumer sales, or in a UPS management or customer-facing role.
Minimum 3 years of freight forwarding sales experience.
Ability to conduct research and develop territory sales plans; organization and strategic planning skills.
Strong complex problem-solving skills.
Willingness and inclination to learn.
Proficiency with Microsoft Word, Excel, Access, and Outlook.
Bachelor’s degree in Business, Marketing, or a related field, or an internationally comparable degree.
Must be a U.S. citizen or national, a lawful permanent resident, or otherwise authorized to work in the U.S. for this employer.
Must be currently located in the job’s geographic area or willing to relocate at own expense.
Must be available to work flexible hours and willing to travel as required.

Nice To Haves

Bilingual in Spanish and English.

Responsibilities

Penetrate the existing account base to understand customers’ full supply chains, identify new business opportunities, and build relationships with key decision-makers.
Coordinate customer meetings to identify needs and opportunities, and develop sales strategies to win new business.
Identify customer churn and account decliners, and develop strategies to win back business and promote future growth.
Prospect for new business using published data, industry guides, referrals, and territory management.
Target customer opportunities exceeding $500,000 in total annual opportunity revenue.
Engage customers to identify needs and create value throughout the sales process.
Facilitate customer entertainment to develop and strengthen relationships with preferred customers.
Collaborate with Operations to establish standard operating procedures that meet customer expectations.
Educate customers on technology solutions for independent tracking, pricing, and reporting.
Apply sales strategies and training to identify opportunities to implement UPS solutions.
Plan Quarterly Business Reviews with customers to review business trends and UPS time-and-transit performance.
Participate in joint customer calls with peers and counterparts to promote UPS products and services.
Attend functional meetings with sales counterparts to promote enterprise selling.
Use customer relationship management software to develop strategic customer growth and development plans.