Middle Market Account Manager - Hunter

Job Summary

This position develops new revenue and maintains customer satisfaction for the book of business in the $2 million to $30 million revenue range. This role promotes business relationships internally (e.g., UPS Small Package, Sales Service Centers, etc.) to identify opportunities in sharing business leads and conducting joint sales calls. The incumbent supports customers to ensure committed offerings (e.g., accurate billing, shipping times, pricing, etc.) are delivered.

The primary responsibilities of this position are to execute the revenue plan and monitor territory activities. This includes reviewing sales leads to define solutions, gain agreement, and obtain required data in order to qualify customer accounts. The incumbent gathers detailed customer information and manages the consistency of revenue through the sales funnel.

Responsibilities

• Monitors existing customer relationships to ensure satisfaction
• Generates sales activity reports to provide visibility of pipeline to secured accounts
• Compiles monthly activity reports for sales and management review
• Monitors customer revenue commitments
• Identifies new revenue growth opportunities
• Conducts customer follow-up calls and meetings to sustain account focus

Preferences

• Applies supply chain and logistic knowledge of the flow of materials, information, finances involved in manufacturing and distributing products
• Builds business partnerships and develops key customer relationships to maximize account profitability
• Understands the customer’s business and aligns account strategies to customer goals
• Applies knowledge of the features and business applications of services, products and customer-facing technology offerings/solutions
• Conducts competitive analysis of competitor’s offerings and strategies, and maintains awareness of competitive environment
• Applies knowledge of freight structure and operations to resolve problems, make decisions and achieve business objectives
• Negotiates with others by identifying desired outcomes, organizational priorities, strategies and concessions
• Asks pertinent questions, considers alternatives, persuades others, and bargains for win-win solutions
• Experience in sales from Business-to-Business or Business-to-Consumer or in a UPS management job or customer facing role