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Area Sales Manager, Frieght Forwarding - Business Development, Mumbai

Primary Location: Mumbai, Maharashtra - IN Job ID 055211 Zip Code 400059
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Job Summary:


The Area Sales Manager (ASM) is responsible for volume and revenue growth for new and existing accounts within an assigned sales territory. He/She engages with sales team members to develop robust account strategies and to ensure effective application of sales and negotiation skills. This position drives results in key areas of the business plan, including profit, revenue growth, people development, and reporting. The ASM manages the Middle Market Senior Account Executives and Patch of Land Account Executives. 


Job Duties:


Manages Business Plan Execution


  • Monitors changes in sales patterns to identify revenue declines and increases.

  • Assists sales teams in securing internal support to overcome organizational obstacles hindering sales activities.

  • Reviews previous year performance to provide feedback and direction, discuss sales strategies, and assist with achievement of future objectives.

  • Participates in strategy discussions with Account Executives (AEs) and Service Center Managers to drive growth and yield incentives.

  • Conducts formal performance reviews to rank AEs and exchange best practices with sales teams.

Manages and Develops Others


  • Manages resources and people processes (e.g., Performance Management, Career Development, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.

  • Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, conferences, projects, etc.) to facilitate individual and team development.

  • Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally.

  • Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.

  • Holds others accountable to established performance levels to achieve individual and group goals.

  • Resolves individual and group performance issues in accordance with UPS’s policies and procedures in a timely manner to motivate and foster teamwork.

  • Coaches others and provides on-going feedback and support to improve performance.

  • Identifies opportunities to involve others in new and challenging work assignments and/or rotations that advance the skills and capabilities of individuals and the organization.

  • Makes salary recommendations to reward employee performance.

Builds and Maintains Customer Account Relationships


  • Maintains awareness of account implementation processes (i.e., On Boarding Process) to ensure quality customer service and maintain customer satisfaction.

  • Shares knowledge of account requirements to assist in customer request submissions to the Pricing department.

  • Assists in resolving escalations to provide operational solutions for retaining customers’ business.

  • Provides guidance to help resolve customer issues and concerns expediently.

  • Reviews plans for local entertainment and activities to ensure expenditures are used for revenue growth promotion.

Drives Target Account Programs


  • Analyzes performance reports to determine trends and create action plans for sales revenue growth.

  • Establishes target account strategies and directs AEs to implement plans for achieving sales goals.

  • Coordinates with AEs to meet customers’ operational needs and expectations.

  • Reviews activities from weekly sales and operational meetings to ensure joint sales efforts are in place for targeted accounts.

Liaises between Small Package, District Sales, and Global Sales


  • Works cross-functionally to roll-out corporate endorsements and pull the business through various geographic territory shipping locations.

  • Develops internal relationships (e.g., Center Managers, Branch managers, etc.) to garner support in driving District Sales revenue growth and programs.

  • Prepares presentations to inform customers of UPS service opportunities and to increase revenue.

  • Provides subject matter expertise for Freight products and services throughout the territory to educate and cross-train non-Freight sales staff.

  • Collaborates with internal subject matter experts to present UPS services and establish relationships.


Job Specific Competencies and Requirements:


  • Bachelor’s Degree Required. Master’s preferred

  • Applies Service, Product, and Customer Technology Knowledge

  • Assesses Business Needs

  • Coaches Sales Team Members

  • Conducts Competitive Analysis

  • Creates Account Strategies

  • Freight Forwarding Operations Knowledge

  • Strategic Customer Partnerships

  • Supply Chain Management


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