Sales Account Executive

Job SummaryThe Account Executive develops and manages a portfolio of customers in business-to-business (B2B) and business-to-consumer (B2C) within a specific geographical area. This position is responsible for achieving his/her assigned sales plan by generating profitable UPS revenue growth through the development of new business and the retention of existing business within their assigned accounts. This role analyzes customers’ current supply chain needs to create appropriate solutions and promptly respond to customers’ requests.ResponsibilitiesMaintains and grows a book of business (e.g., ground, air, international)

Introduces new products and services and expands business opportunities within customer accounts

Tracks sales performance to objectives

Monitors account statistics and qualifies internal sales leads to identify opportunities and create an effective sales strategy

Utilizes resources and account history to prepare for sales calls

Submits pricing requests and analyzes price quotes

Develops standard operating procedures (SOPs), generates standard and customized reports and queries, accesses appropriate databases, and interprets and clarifies data

PreferencesDemonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications

Describes general customer profiles targeted by the company

Understands industry and financial trends impacting UPS and/or customers’ organizations; identifies the organizational structure and functions within a business

Possesses basic understanding of competitor’s tactics, product/service offerings and strategies; translates competitor performance and actions into implications for UPS

Works with others to research stakeholders' and key decision-makers' needs, requirements and perspectives; describes in general terms customer characteristics, preferences, history, processes and constraints

Understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy

Possesses ability to use negotiation techniques in less complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties

Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions

Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers’ business and objectives

Demonstrates a basic understanding of supply chain concepts and identifies issues within a supply chain

Experience with Business to Business or Business to Consumer sales

Willing to travel, as required

Experience using Microsoft products

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by lawCompany: UNITED PARCEL SERVICECategory: Sales, Inside Sales, Full Time, Account Managers, ProfessionalRequisition Number: 289842Location: Flanders,New Jersey