Account Executive

Explore your next opportunity at a Fortune Global 500 organization. Envision innovative possibilities, experience our rewarding culture, and work with talented teams that help you become better every day. We know what it takes to lead UPS into tomorrow—people with a unique combination of skill + passion. If you have the qualities and drive to lead yourself or teams, there are roles ready to cultivate your skills and take you to the next level.

**Job Summary:

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He / She will be responsible for achieving his/her assigned sales plan by generating profitability. UPS revenue growth through the development of new businesses and the retention of existing businesses within the assigned accounts. He/she analyses customers current supply chain needs to create appropriate solutions and promptly respond to customers’ requests.

**Designation**:
Internal: Account Executive - Sales & Solutions

External: Account Manager - Sales & Solutions

**Essential functions of the role**:

- Business Development and acquisition of new large national and global 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.

**Job Duties**:
**Pre Selling**:

- Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions
- Customizes standardized presentation templates with customers’ information to illustrate benefits of solutions to customers
- Analyzes customers’ billing technology to understand their needs and recommend UPS products and services
- Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls.
- Researches resources (e.g., current customers, periodicals, competitors, etc.) to identify sales opportunities and obtain contact information

**Selling**:

- Responds to internal sales leads from various sources (e.g., Sales Lead Incentive Management system, operations, Package Operations staff, etc.) to identify sales opportunities and create a sales strategy
- Sells UPS suite of technology solutions (e.g., Trade Ability, Quantum View, and Campus Ship, etc.) to customers to secure their business
- Assesses previous sales calls to determine action plans for subsequent visits
- Researches existing UPS account history to obtain background information (e.g., pay history, shipping routes, etc.) and identify and prioritize large sales opportunities
- Utilizes DRIVE to document customer information and provide account status to the sales team
- 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
- Executes on previously signed contracts (e.g., UPS Freight/ UPS Express) to 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