JOB DESCRIPTION:

This position manages the business plan, budget, and business development strategy. They lead UPS revenue growth and retention sales strategies. This position participates in the development of enterprise/SMB account strategy, account management, and stakeholder relationships. They manage the Enterprise/SMB Account Managers.

QUALIFICATIONS:

• Knowledge in Healthcare, Sales, HLD, Forwarding and cold chain.
• Sales experience in SMB and/or ENT
• Anticipates industry, financial, and global trends impacting UPS and customers’ organizations; identifies strategic recommendations based on anticipated trends; uses detailed understanding of customers’ functions, structures, and business models to make supply chain recommendations
• 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
• 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 trend
• Accurately reads and interprets financial reports and statements; demonstrates an understanding of relevant financial measures, revenue and cost drivers; applies financial analysis to recommend solutions that support business objective
• Applies knowledge of creative facilitation techniques to encourage participation; encourages open communication and achieves consensus when necessary; keeps participants engaged and on topic; identifies team conflicts and is able to provide feedback
• Identifies cultural issues that may impact business needs or customer solutions; applies cultural sensitivity when interacting with others outside one’s own geography; leverages cultural awareness to address challenges when operating across different geographical areas; stays current on global and cultural trends
• Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems
• Bachelor’s Degree or International equivalent

• Identifies key stakeholders for projects to establish and maintain relationships and appropriate lines of communication.
• Prepares and delivers formal presentations to key stakeholders to educate and inform them about the progress and status of projects.
• Oversees the development of the sales strategy initiative to drive UPS revenue growth, increase volume, and grow market share.
• Prepares analysis of sales performance using the Business Information Analysis program and other measurement tools to monitor performance goals.
• Manages input of delivery data from trip reports to ensure creation, analysis, and accurate interpretation of customer reports.
• Oversees preparation of key performance indicators for presentation to customers to ensure periodic reviews highlight successes and quantified value.
• Participates in the development of customer account strategies to determine UPS’s optimal approach to win and maintain business, increase profitability, and maintain market position.
• Discusses potential customers with the account owners (e.g. Enterprise Account Executives, Enterprise Account Executives, National Account Managers, etc.) to organize sales plans.
• Manages resources and people processes (e.g., Performance Management, Career Development, Succession Planning, Salary Administration, 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, projects, etc.) to facilitate individual and team development.
• Collaborates with district, region, and corporate Business Development groups to provide business plan results, account challenges, market and industry trends.
• Prepares written information to disseminate to Sales staff to inform them of district, regional, and corporate initiatives.