District Account Executive

Job Summary

The District Account Executive position develops new business and maintains existing business in the mid-market range. The incumbent promotes business relationships internally and externally to identify opportunities for revenue growth. This role develops new and existing business in the middle market by converting, penetrating, and retaining customer accounts. This position identifies, positions, and expands opportunities for domestic and international freight, and produces revenue growth by identifying decision makers, coordinating customer meetings, and developing comprehensive pricing strategies for bundled contracts. The incumbent promotes internal business relationships and identifies opportunities for sharing business leads and joint account support. The District Account Executive trains customers on technology solutions to ensure accurate billing, pricing, and other UPS services are delivered.

Responsibilities

• Penetrates existing account base to identify new decision-makers with new business opportunities
• Coordinates customer meetings with decision-makers to identify needs over wants, determine areas of opportunity, and develops sales strategies to win new business
• Identifies areas of churn to develop strategies for winning back business
• Prospects and hunts for new business through various customer opportunity identification methods including published data, industry guides, referrals and territory management
• Targets customer opportunities that exceed $2 million in total opportunity revenue annually
• Engages with the customer to identify areas of need while creating value throughout the sales process
• Facilitates customer entertainment to develop and solidifies relationships with preferred customers
• Collaborates with Operations to establish standard operating procedures for meeting customer expectations
• Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities
• Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented
• Plans Quarterly Business Reviews (QBR’s) with customers to review business trends and UPS time and transit performance
• Applies sales strategies gained from sales training to identify areas where UPS solutions can be implemented
• Participates in joint customer calls with peers and counterparts to promote UPS products and services
• Attends functional meetings with sales counterparts to promote enterprise selling
• Identifies account decliners and gainers to develop strategies for winning back business and promoting future growth
• Uses state of the art Customer Relations Management software (CRM) to develop strategic plans for customer growth and development

Preferences

• Demonstrates ability to conduct research and develop territory sales plans and possesses organization and strategic planning skills
• Possesses 3 years of experience in successful territory management
• Minimum 3 years of Freight Forwarding sales experience 
• Experience using Microsoft Office Products (Word, Excel, Access, and Outlook)
• Bachelor's Degree or international equivalent (or internationally comparable degree) in Business or Marketing 
• Business-to-Business or Business-to-Consumer sales experience, or UPS management or customer facing role experience

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 law