Sales Executive – EIRAD UPS

Sales Executive – SCS Freight Forwarding

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

• Develop 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. 

• Review 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. 

• Entertain 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 the process. 

Job Details

Preferred Candidate