Service Parts Logistics Sales Account Manager (REMOTE)

Job Description

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Job Description:

This position generates new Global Logistics and Distribution (GL&D) revenue in the Service Parts Logistics industry. The incumbent acts as an overlay sales consultant to support UPS account owners in qualifying opportunities, creating sales strategies, and driving new/additional revenue. This position cultivates relationship and trains UPS sales teams to identify, position and develop bundled solutions (e.g., supplier management, warehousing, ocean and air transportation, distribution etc.). The incumbent acts as a GL&D Subject Matter Expert (SME) specific to warehousing, distribution, transportation issues and opportunities for customers in the service parts logistics vertical. This role manages customer account contract negotiations and post-sales activities (e.g., changes in scope, customer service, implementation issues, etc.).

Responsibilities

  • Evaluates UPS sales accounts (e.g., strategic, enterprise, district, etc.) to identify potential GL&D customers
  • Qualifies and quantifies sales opportunities using UPS internal resources (e.g., Solutions and Pricing groups, etc.) to ensure potential accounts are viable based on UPS’s product and industry alignment and available resources
  • Formulates winning sales strategies from strategic sales information to achieve GL&D business goals and objectives
  • Works with UPS’s overlay sales groups to define GL&D services and create organizational awareness through presentations and conference calls
  • Provides guidance and training on UPS’s distribution products/capabilities to sales groups (e.g., strategic, enterprise, district, etc.) to increase knowledge and ability to sell global logistics products/services
  • Arranges customer visits to UPS facilities to identify opportunities and to win business
  • Interacts with sales groups and sales support teams (e.g., Solutions, Operations, etc.) to gather, share, evaluate and act on sales leads
  • Collects essential data elements to complete sales documents (e.g., logistics services questionnaires, target account strategies, etc.), develop sales opportunities and obtain sales management approval
  • Collaborates with the Supply Chain Solutions contracts group to create customer agreement presentations and reviews
  • Presents business agreements to key decision makers to review business terms and conditions, verify customer understanding, and confirm customer expectations
  • Negotiates customer contracts to position contractual language, negotiate issues/gaps and sign new contracts

Preferences

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  • Demonstrates knowledge of UPS’s products, services and customer facing technology solutions across multiple business units; develops strategies for cross-portfolio selling opportunities
  • Knowledgeable of trends, needs and processes in the service parts logistics industry. Understanding of technician process flows related to service parts.
  • Applies knowledge of the operations and markets served by multiple business units/relevant business cycles such as seasonal trends; adapts explanations of UPS’s products, services or customer facing technology solutions to varying situations and audiences/customers
  • Monitors the business need to identify any changes; breaks the business down into smaller components to better prioritize where attention should be focused
  • Identifies related business needs; knowledgeable about what information to look at to make an assessment; demonstrates an understanding of the business’ long-term needs; creates solutions designed to fit current and future needs
  • Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
  • Develops and integrates knowledge of competitors’ networks, operating models, pricing strategies, go-to-market strategies, industry trends and UPS’s capabilities to identify UPS advantages, disadvantages or vulnerabilities
  • Integrates knowledge of competitors’ strategies, industry trends, and UPS’s capabilities to position UPS competitively; anticipates future growth opportunities and proactively coordinates with resources for account planning; anticipates future client needs; develops comprehensive implementation plans for accounts
  • Demonstrates an understanding of business requirements or critical elements of a problem; identifies the impact of a problem on multiple areas of the business; recommends improvements to existing processes or programs
  • Displays 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
  • Demonstrates an understanding of customer’s business and uses this information to partner consultatively; establishes and maintains relationships with key decision makers; consistently provides successful customer solutions
  • Integrates knowledge of supply chains within customer organizations to solve complex customer problems; develops strategies to meet the customer’s supply chain needs
  • Master’s Degree (or internationally comparable degree)

Requirements

  • Experience with Contract Logistics – Required
  • Experience with Sales – Required
  • Bachelor’s degree – Required

 

Compensation & Benefits:

Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $87,000/year to $152,000/year. Pay is based on several factors including but not limited to, market location and may vary depending on job-related knowledge, skills, and education/training and a candidate’s work experience. Hired applicants may be eligible for annual short-term and/or long-term incentive compensation programs depending on the level of the position. Payments under these annual programs are not guaranteed and are dependent upon a variety of factors including, but not limited to, individual performance, business unit performance, and/or the company’s performance.

Hired applicants may be eligible for Medical/prescription drug coverage, Dental & Vision Benefits, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Basic and Supplemental Life Insurance & Accidental Death and Dismemberment, Disability Income Protection Plan, Employee Assistance Program, Educational Assistance Program, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick/Family and Medical Leave time as required by law, Discounted Employee Stock Purchase Program.

Employee Type:

Permanent

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

Other Criteria:

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.

Basic Qualifications:

Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.

Service Parts Logistics Sales Account Manager (REMOTE)