Account Executive, Small Package - Business Development, Ahmedabad
UPS
Ahmedabad, GJ, India
15d ago
source : CareerArc Group LLC

Job Summary : -

He / She will be responsible forachieving his / her assigned sales plan by generating profitability. UPS revenue growththrough the development of new businesses and the retention of existingbusinesses within the assigned accounts.

He / she analyses customers currentsupply chain needs to create appropriate solutions and promptly respond tocustomers' requests.

JobDuties : Pre Selling :

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 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
  • 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., Business Development Manager, business center managers, operations, billing, drivers, etc.) to determine corrective actions and resolutions

  • Facilitates the drive for debt recovery from Customers in conjunction with F & A
  • Facilitates proper on-boarding of new customers based on BD guidelines.
  • Qualifications and JobSpecification KPI : -

  • Minimum Bachelor's Degree ,Master in Business Management / additional diploma in Sales and Marketing preferable.
  • Minimum 2-3 years of relevant international corporate sales experience in the similar industry.
  • Professional selling skills, consultative selling techniques expert.
  • Customer satisfaction and objection handling skills for maintenance and sustainability
  • Excellent 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 planned for productive results towards sales funnel and calls, ability to stretch work hours and on opportunities and still remain enthusiastic
  • Apply
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