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Future you has a reputation that opens doors everywhere.

Lead Area Sales Manager

  • Full Time
  • Town of Montgomery, New York
  • Travel: No
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Future
You
snapshot

  • Opportunities to grow
  • Strength of the UPS name behind you
  • Diverse team of experts
  • Creating custom solutions for business
  • Resources of a Fortune 100 organization
  • Empowered to use your ingenuity

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Future You Has What It Takes To Move The World

As a Sales professional, Future You is part of a global team that works on a scale you just can’t find anywhere else. Just consider this, we’ve delivered 3,240 packages since you started reading this section—think we know a thing or two about global opportunity?

  • $65 billion in revenues in 2017
  • 20 million deliveries every day to 10.5 million customers
  • 454 thousand global employees
  • 2.5 thousand+ operating facilities worldwide

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Future You Is A Troublemaker

If you’re looking to stir things up, to think differently, to follow crazy ideas that just might work, Future You belongs here.

Play Video: Mark Modesti - The argument for trouble

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FUTURE YOU DELIVERS ON THE BIGGEST PROMISES OF ALL

Our connections to people around the world inspire us to keep doing more for the communities we serve. Learn about how our professionals volunteered to help deliver 180 tons of books to children in South Africa.

Play Video: Your Wishes delivered - Mr. Brown's Books

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Future You gets more

  • Competitive pay

  • Medical, Dental, Vision, & more

  • Comprehensive Training

  • Career Growth & Mobility

Benefits disclaimer

Benefits Disclaimer

The benefits and compensation information provided on this website are for informational purposes only. Not every product or service is available or applicable to every employee and the availability of a product or service is subject to change. UPS reserves the right to alter or delete the information provided as required by UPS’ business needs.

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Lead Area Sales Manager

  • Full Time
  • Town of Montgomery, New York
  • Facility: Newburgh
  • Job ID: 202031
  • Zip Code: 12549
Apply Now

The Area Sales Manager (ASM) is responsible for volume and revenue growth of multiple Account Executive territories. He/She leads and manages a group of professional 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 Account Executives. Up to 50% travel may be required.

The ASMs responsibilities include coaching Account Executives (AEs) and reviewing customer information for purposes of developing sales strategies through the use of a SalesForce CRM application. He/She communicates market trends and competitor information to support the sales team in opportunity development. This position reinforces the use of an established sales process to ensure the sales team effectively uncovers, qualifies, and engages with prospects to make the most of available opportunities and drive growth.

Responsibilities and Duties

  • Conducts joint customer visits with AEs to share sales and negotiation expertise with the sales team
  • Drives various product business plans to support targeted sales opportunities, account penetration, and sales growth strategies
  • Shares customer feedback with the operations teams to provide awareness on recurring customer issues
  • Manages resources and people processes (e.g., Career Development, Training, Staffing, etc.) to ensure day-to-day administration of processes and formal procedures
  • Reviews plan versus actual to support sales team performance and creates action plans to improve sales results
  • Conducts weekly sales meetings and schedules, assembles and creates sales meeting material to be presented to sales staff, operations staff or other visitors
  • Generates regular progress and status updates to the Director of Sales
  • Audits and approves expense reports of direct reports

Knowledge and Skills

  • Applies Service, Product, and Customer Technology Knowledge: 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
  • Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
  • Coaches Sales Team Members: Reviews and coaches team members on overall revenue results compared to plan; provides pre- and post-sales call feedback; coaches team members on consultative selling techniques, negotiation skills, and positioning solutions
  • Conducts Competitive Analysis: 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
  • Conducts Customer Analysis: 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
  • Creates Account Strategies: 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
  • Negotiation: 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
  • Solves Customer Problems: 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
  • Strategic Customer Partnerships: Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies
  • Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems
  • Previous sales experience
  • Freight Forwarding industry knowledge – Preferred
  • Previous management and leadership experience – Preferred

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
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