Job Description

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Job Description:

This position generates new Global Logistics and Distribution (GL&D) revenue in the Service Parts Logistics industry. The incumbent acts as an overlay sales consultant to support UPS account owners in qualifying opportunities, creating sales strategies, and driving new/additional revenue. This position cultivates relationships and trains UPS sales teams to identify, position and develop bundled solutions (e.g., supplier management, warehousing, ocean and air transportation, distribution etc.).

The incumbent acts as a GL&D Subject Matter Expert (SME) specific to warehousing, distribution, transportation issues and opportunities for customers in the service parts logistics vertical. This role manages customer account contract negotiations and post-sales activities (e.g., changes in scope, customer service, implementation issues, etc.).

Responsibilities

Evaluate UPS sales accounts (e.g., strategic, enterprise, district, etc.) to identify potential GL&D customers
Qualifies and quantifies sales opportunities using UPS internal resources (e.g., Solutions and Pricing groups, etc.) to ensure potential accounts are viable based on UPS’s product and industry alignment and available resources
Formulates winning sales strategies from strategic sales information to achieve GL&D business goals and objectives
Works with UPS’s overlay sales groups to define GL&D services and create organizational awareness through presentations and conference calls
Provides guidance and training on UPS’s distribution products/capabilities to sales groups (e.g., strategic, enterprise, district, etc.) to increase knowledge and ability to sell global logistics products/services

Arranges customer visits to UPS facilities to identify opportunities and to win business
Interacts with sales groups and sales support teams (e.g., Solutions, Operations, etc.) to gather, share, evaluate and act on sales leads
Collects essential data elements to complete sales documents (e.g., logistics services questionnaires, target account strategies, etc.), develop sales opportunities and obtain sales management approval
Collaborates with the Supply Chain Solutions contracts group to create customer agreement presentations and reviews
Presents business agreements to key decision makers to review business terms and conditions, verify customer understanding, and confirm customer expectations
Negotiates customer contracts to position contractual language, negotiate issues/gaps and sign new contracts

Preferences

Demonstrates knowledge of UPS’s products, services and customer facing technology solutions across multiple business units; develops strategies for cross-portfolio selling opportunities
Knowledgeable of trends, needs and processes in the service parts logistics industry. Understanding of technician process flows related to service parts.
Applies knowledge of the operations and markets served by multiple business units/relevant business cycles such as seasonal trends; adapts explanations of UPS’s products, services or customer-facing technology solutions to varying situations and audiences/customers
Monitors the business need to identify any changes; breaks the business down into smaller components to better prioritize where attention should be focused
Identifies related business needs; knowledgeable about what information to look at to make an assessment; demonstrates an understanding of the business’s long-term needs; creates solutions designed to fit current and future needs
Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
Develops and integrates knowledge of competitors’ networks, operating models, pricing strategies, go-to-market strategies, industry trends and UPS’s capabilities to identify UPS advantages, disadvantages or vulnerabilities

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Master’s Degree (or internationally comparable degree)

Service Parts Logistics Sales Account Manager (REMOTE)

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