International Area Sales Manager

UPS•Portland, OR

About The Position

The International Area Sales Manager (IASM) is responsible for managing the performance of International Account Executives (IAEs') to achieve revenue growth within a specific geographic territory of the international service portfolio. He/She provides guidance on IAEs performance, responds to internal and external customer requests, and liaises between various functions. There is a preference to find a sales professional within close proximity to the assigned territory.

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 have a Bachelor’s Degree (or internationally comparable degree) or be a current UPS employee with three years of UPS experience - Required
2+ years of experience with either Enterprise or International sales experience - Required
Previous management and leadership experience – Required
Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit; demonstrates knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages
Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
Coaches Sales Team Members: Reviews and coaches team members on overall revenue results compared to plan; provides pre- and post-sales call feedback; coaches team members on consultative selling techniques, negotiation skills, and positioning solutions
Conducts Competitive Analysis: Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position
Conducts Customer Analysis: Demonstrates advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others
Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
Negotiation: Demonstrates the ability to use negotiation techniques in complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties
Solves Customer Problems: Identifies business areas and stakeholders impacted by customer issues; engages appropriate resources to resolve customer issues; identifies root causes to ensure problems do not recur; stays motivated despite difficult circumstances or setbacks
Strategic Customer Partnerships: Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies
Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems

Responsibilities

Conducts joint customer visits with IAEs to share sales and negotiation expertise with the sales team
Drives various product business plans to support targeted sales opportunities, account penetration, and sales growth strategies
Shares customer feedback with the operations teams to provide awareness on recurring customer issues
Manages resources and people processes (e.g., Career Development, Training, Staffing, etc.) to ensure day-to-day administration of processes and formal procedures
Reviews plan versus actual to support sales team performance and creates action plans to improve sales results
Conducts weekly sales meetings and schedules, assembles and creates sales meeting material to be presented to sales staff, operations staff or other visitors
Generates regular progress and status updates to the Director of Sales
Audits and approves expense reports of direct reports