Major Account ExecutiveMumbai

3 weeks ago

Mumbai, India UPS Full time

Job Description

:

Internal Job Title: Major Account Executive

External Job Title: Major Account Manager

Job Summary

The Major Accounts Sales Position focuses on growing the business and expanding the relationships with strategically important large customers. Our Major Account Executive is responsible for managing and acquiring big National /Global accounts and maintaining the revenue and gross profit of each account ensuring they remain profitable in line with annual targets, exhausting all additional revenue streams opportunities and will be expected to build a strong relationship with UPS customers.

Retain Existing Customers and conversion sales are the primary responsibilities of MAE.

Achieving Set sales Targets related to business development and technology solutions and contribute profitability to the Organization.

Essential functions of the role

Manages existing business relationships in order to achieve budgeted sales goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing contract agreements from previously non-contracted customers.

Generate revenue by procuring new customers through prospecting and face- to- face meetings.

Control revenue by maximizing profits through price strategies, margin control and mitigating customer loss.

Administer concurrent sales initiative from proposal stage through customer acceptance and implementation.

Achieve sales goals and development standards required to attain the next level of career advancement.

Key Skill Sets/Competencies

Professional Selling Skills/Consultative Selling techniques

Customer Satisfaction and Objection Handling Skills for maintenance and sustainability.

Strategic Thinking

Build Relationships

Communicate with Impact

Demonstrate Adaptability

Use Ethical Practices

Communication and Presentation Skills.

Focus on Sale - Networks, and uses Experts/ Tools /Systems to help in leveraging customer relationship, network and have a variety in new accounts

High Energy levels and Drive – Activities planned for productive results towards sales funnel and calls, ability to stretch work hours and on opportunities and still remain enthusiastic.

Ownership and Constant Initiatives in adversity,- Uses Planning activities to achieve this, Priorities on recovering from lows or prioritizes on wins.

Task and Activities of a UPS MAE (Major Account Executive) will include.

Pre Selling

Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions.

Collect & communicate market/competition information and implement business development initiatives.

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 Total Enterprise Account Management System (TEAMS) 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 customer.

Setting up SOP – Sales Operating procedure or MOP – Master Operating Plans (e.g., later pick up times, etc.) to satisfy customer complaints. - Collaborates with operations to implement accounts with special needs (e.g., unique delivery schedules, extra conveyors, additional drivers, etc.) to adequately handle customers’ shipping needs.

Generates customer-facing reports to outline shipping history, billing history, and accounts’ incentives (i.e., contracted discounts) and renegotiate contracts.

Follows-up with customers to ensure customer trades to potential /commitment.

Trains customers on billing analysis tools and electronic billing files to facilitate report generation.

Trains customers on proper packaging techniques to avoid damages.

Participates in UPS online training classes to prepare for products and services assessments and quizzes and to stay current on industry knowledge.

municate market/competition information and implement business development initiatives.

Post Selling

Facilitates research of customer complaints (e.g., late deliveries, damages, billing questions, etc.) to determine appropriate resolution personnel, discusses complaints with UPS personnel (e.g., Area Sales Manager, business center managers, operations, billing, drivers, etc.) to determine corrective actions and resolutions.

Qualification and Experience.

MBA’s and those majored / having an additional diploma in Sales and Marketing preferable

Minimum - Graduates from approved Government Universities, with excellent communication skills in spoken English, Fluency in the local state language is an added advantage.

Total 5 years of experience in Business with minimum 3 continuous years with the same employer in Corporate Sales (Key Accounts) in an Indian or Multinational Company /Conglomerate. Selling experience of Express or Freight will be an advantage.

Experience of delivering aggressive sales targets of minimum (192,000) USD per month – (in Express Selling) and USD 415,000 (in Freight).

 ……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Compensation & Benefits breakdown: -

Position will be offered to candidates under Local Terms of Employment.


Employee Type:
 

Permanent


UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

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