Sr. Sales Account Executive Wilkes Barre/Scranton

Job Summary

The Senior Account Executive achieves the 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. The incumbent analyzes customers’ current supply chain needs to create appropriate solutions and promptly respond to customers’ requests. This position builds successful partnerships with key stakeholders at all levels of customers’ organizations to cultivate relationships and generate revenue opportunities across all product and service lines. This role meets with customers to discuss complaints and obtain supporting documentation (e.g., invoices, etc.). This position 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.

Responsibilities

• Executes on previously signed contracts to introduce new products and services to customers and expand business within customer accounts
• Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls
• Responds to internal sales leads from various sources (e.g., operations, Package Operations staff, etc.) to identify sales opportunities and create a sales strategy
• Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer
• Generates customer-facing reports to outline shipping history, billing history, and accounts’ incentives (i.e., contracted discounts) and renegotiate contracts
• Documents customer information and provides account status to the sales team
• Trains customers on proper packaging techniques to avoid damages

Preferences

• Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit
• Possesses knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages
• Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
• Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position
• 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; lists what products and services are currently used by customers; uses knowledge of customers to provide input into which products or features to promote
• Understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy
• Demonstrates a basic understanding of proper processes, procedures, and use of technology for intermodal transportation
• Demonstrates the 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
• Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies
• Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems
• Experience with supply chain concepts