Sales Executive – SCS Freight Forwarding – EIRAD UPS

Purpose

• The Account Executive develops strategies to solicit new business, expand business territories, and fulfill business quotas.

• He reviews inbound and outbound manifests (i.e., shipping reports) to identify new customers, business growth from existing customers, and shipment reductions. 

• This position develops weekly sales recaps to provide senior management with summaries on new business, returning business, and at risk business. The Account Executive reports to the Freight Area Sales Manager.

Principle Accountability

• Develops weekly sales recap to provide senior management information on new business, win back business, and business risks. 

• Documents weekly recaps of customer achievements, losses, and competitive information to provide visible account tracking. 

• Analyzes account recaps to monitor customer revenue trends and develop service recommendations. 

• Queries account quota targets to validate that account plan goals are realistic. 

• Reviews Technology Integration Report (TIP) to confirm customer shipping activity. 

• Completes Quantum View Manage (QVM) database sign-ups to provide customers with visibility to UPS shipments. 

• Trains customers on utilization of database tools (e.g., World Ship, My less-than-truckload (LTL), etc.) to provide customers with web-based shipping and tracking functions. 

• Participates in sales assessments to broaden sales and company knowledge of cross-functional areas. 

• Completes follow-up work (e.g., technology set-ups, establish credit, etc.) to ensure customer requests are performed following sales calls.

Work Activities

• To ensure and achieve the consistent growth in revenue, profits, customer growth and customer satisfaction. Develops strategies to solicit new business, expand business territory, and fulfill business quotas. 

• Tracks sales opportunities to develop a sales funnel of potential customers. 

• Builds relationships with various customer departments (e.g., Accounts Payable, Purchasing, etc.) to solidify customer contacts used to retain business. 

• Educates customers on UPS web site features (e.g., login, tracking, service, etc.) to ensure transactional access and promote UPS’s technological advantages. 

• Develops customized rate comparisons to highlight the financial benefits of shipping with UPS. 

• Reviews Total Enterprise Account Management System (TEAMS) to ensure accuracy of customer contact in formation. 

• Reviews inbound and outbound manifests (i.e., shipping reports) of daily freight shipments to identify new shipments, business growth, and customer shipment reductions. 

• Educates customers on billing processes and cycles to protect business revenue flow and ensure accurate billing. 

• Resolves customer inquiries (e.g., billing, etc.) to build trust and credibility and maintain customer satisfaction. 

• Entertains customers to create customer loyalty, show appreciation, and promote business growth. 

• Exchanges customer information cross-functionally to share sales leads for business development. 

• Fosters relationships with Small Package team members to identify opportunities and consolidate UPS offerings. 

• Educates peers on freight service guidelines (e.g., preferred customers, high risk freight, etc.) to provide opportunities for service bundling. 

• Collaborates on service proposals to enhance cross-selling bids. 

• Corresponds with Small Package management to provide status on opportunities in process. 

Job Details

Preferred Candidate