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Middle Market Major Account Manager -

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Primary Location: 740 N MARTIN LUTHER KING BLVD, LAS VEGAS, Nevada - United States of America , 89106 Job ID: R25014852

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Explore your next opportunity at a Fortune Global 500 organization. Envision innovative possibilities, experience our rewarding culture, and work with talented teams that help you become better every day. We know what it takes to lead UPS into tomorrow—people with a unique combination of skill + passion. If you have the qualities and drive to lead yourself or teams, there are roles ready to cultivate your skills and take you to the next level.

Job Description:

Job Summary
This position develops new revenue and maintains customer satisfaction for his/her book of business. He/She is responsible for sales activities across UPS's portfolio of products and services, including Freight, Small Package and Freight Forwarding. This position promotes business relationships internally and works as a liaison between various cross functional departments to coordinate, develop and implement sales strategies. He/She drives growth through solution development, customer-facing communications, contract development, and negotiation.

Responsibilities:
  • Executes the business plan through internal sales staff to review sales leads and qualify customer accounts to ensure the business plan goals are achieved.
  • Gathers detailed customer requirements to identify which UPS products and services will create the best solution.
  • Builds roadmaps that support sales execution (e.g., product mix, etc.) across UPS business units to develop timetables for delivery and achieve the business plan.
  • Maintains contract compliance to ensure elements of contracts are being followed by both UPS and the customer.
  • Shares competitive information internally (e.g., UPS’s Small Package counterparts, annual group sales meetings, etc.) to increase knowledge of the competitive landscape.
  • Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects and customers (e.g., service and product comparisons, creating customer solutions, etc.).
  • Cultivates strong partnerships with customers to gain sales leads, coordinate account strategies, and support company goals.
  • Serves as point of contact between customers and Sales management teams to deliver programs and leverage UPS’s products and services.
  • Addresses customers' concerns by partnering with cross-functional groups within UPS (e.g., Marketing, Operations, Region and District managers, etc.) to quickly resolve issues.
  • Partners with cross-functional groups to create customized enterprise solutions for customers and to maximize revenue and profit through new opportunities.
  • Applies a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals.
  • Demonstrates an understanding of the global supply chain processes within customers' organizations or industries and uses this knowledge to develop account strategies that address customer issues/opportunities and create value for the customer.


Qualifications:
  • Bachelor’s Degree or International equivalent
  • 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; demonstrates 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
  • Demonstrates some advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others
  • Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
  • Uses multiple strategies to persuade others; identifies and removes barriers to agreements; wins concessions effectively; provides input into future negotiation processes or strategies
  • Identifies business areas and stakeholders impacted by customer issues; engages appropriate resources to resolve customer issues; identifies root causes to ensure problems do not recur; stays motivated despite difficult circumstances or setbacks
  • 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

Employee Type:

Permanent

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

Other Criteria:

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/nationalorigin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.

Basic Qualifications:

Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.

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