District Account Executive - Greensboro, NC

UPS Supply Chain Solutions•Greensboro, NC

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. It identifies key decision-makers, coordinates customer meetings, and develops comprehensive logistics solutions for UPS Enterprise customers. The position also promotes internal business relationships, identifies opportunities for shared business leads and joint account support, and develops a thorough understanding of customers’ supply chains to generate new business and build relationships with C-level decision-makers. The incumbent trains customers on technology platforms to support accurate billing, pricing, and delivery of UPS services. The posting identifies the territory as Central and Southern Florida, with a preference for candidates located in Southern Florida. The employee must be located in the same geographic area or be willing to relocate at their own expense, work flexible hours, and travel as required.

Requirements

Must be a U.S. citizen or national, a lawful permanent resident, or otherwise authorized to work in the United States for this employer.
The employer will not sponsor a visa for this or future positions.
Must currently be located in the job’s geographic area or be willing to relocate at personal expense.
Must be available to work flexible hours.
Must be willing to travel as required.

Nice To Haves

Ability to conduct research and develop territory sales plans, with organization and strategic-planning skills.
Strong complex problem-solving skills.
A continuing inclination for learning.
Proficiency with Microsoft Office products, including Word, Excel, Access, and Outlook.
At least 3 years of successful territory management experience.
At least 3 years of sales experience.
Business-to-Business or Business-to-Consumer sales experience, or experience in a UPS management or customer-facing role.
Bachelor’s degree or internationally comparable degree in Business, Marketing, or a related field.
At least 3 years of freight-forwarding sales experience.
Bilingual Spanish and English; preferred.

Responsibilities

Penetrate the existing account base to understand customers’ full supply chains and develop new business opportunities and relationships with key decision-makers.
Coordinate customer meetings with decision-makers to identify needs, uncover opportunities, and develop strategies to win new business.
Identify areas of customer churn and develop strategies to win back business.
Prospect for new business using published data, industry guides, referrals, territory management, and other opportunity-identification methods.
Target customer opportunities with annual total opportunity revenue of $500,000 or more.
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 where UPS solutions can be implemented.
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.
Identify account decliners and gainers and develop strategies to win back business and promote future growth.
Use customer relationship management software to develop strategic customer growth and development plans.
Train customers on technology platforms to support accurate billing, pricing, and other UPS services.