Territory Sales Manager

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JOB DESCRIPTION – ACCOUNT EXECUTIVE (Business Development Manager) “Operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. Beginning as a small messenger service started by enterprising teenagers and a $100 loan, UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small. UPS understands and appreciates its responsibility to help build safer, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.” AE- The Business Development Executive (External Account Manager) Sales Position focuses on growing the business and expanding the relationships with SBM customers for predefined territory. Our Account Executive is responsible for acquisition of new and developing Small and Medium customers with main objective of Revenue, Volume and Gross Profit Growth by delivering sustainable supply Chain Solutions. Essential functions of the role • Business Development and acquisition of new SBM to large national 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. Task and Activities of a UPS Account Executive Pre Selling • Developing Sales Pipeline and funnel in line with assigned targets and UPS SCS go to market strategies – Focus on SMB market segment • Customers meetings to qualifying and developing relationship • Complete Supply Chain mapping of target customers • Collect & communicate market/competition information and implement business development initiatives. • Performs pre-call analysis (e.g., researches account history, shipping