Business Development Executive - Sales

JOB DESCRIPTION- ACCOUNT EXECUTIVE (Business Development Manager)
Operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. Beginning as a small messenger service started by enterprising teenagers and a $100 loan, UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small. UPS understands and appreciates its responsibility to help build safer, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.

Business Unit -UPS Supply Chain Solutions
Job Summary:
The Account Executive Sales Position focuses on growing the business and expanding the relationships with SBM customers for predefined territory. Our Account Executive is responsible for acquisition of new and developing small and medium customers with main objective of Revenue, Volume and Gross Profit Growth by delivering sustainable supply Chain Solutions.
Essential functions of the role
Business Development and acquisition of new large national and global customers in line with
organization growth and go to market strategies.
Focus on long term sustainable business strategies.

RFQ and long term contracts.
Developing and implementing sound retention strategies, utilizing strong negotiation efforts to
preserve business and securing contract agreements from previously noncontracted customers.
Control revenue by maximizing profits through price strategies, margin control and mitigating
customer loss.
Presenting complete portfolio of UPS in front of customers to penetrate revenue and volumes
streams.
Achieve assigned monthly, quarterly and yearly Sales Goals Customer acquisition, Volume
growth, Revenue Growth and Gross profit.

Timely update of Sales activities in UPS Drive Sales system and following Sales and
organizational policies.
Reporting to all the aspect of Sales activities and customers to manager on daily basis.
Collaboration with Pricing/ procurement/ ops/ network to design solutions for customers.
Key Skill Sets/Competencies
Professional Selling Skills/Consultative Selling techniques and impactful presentation and
communication skills.
Negotiation and Objection Handling Skills for maintenance and sustainability.
Strategic Thinking and Relationship Building
Self-motivated and result oriented.
Demonstrate Adaptability and accountability
Use Ethical Practices
Collaborative and interpersonal skills, networking and uses Experts/ Tools

Drive, Sales
navigator and other systems to help in leveraging customer relationship.
Hands on technologies to use the Sales and solution tools.
Ownership and Constant Initiatives in adversity, - Uses Planning activities to achieve assigned
goals.
Task and Activities of a UPS Account Executive
Pre Selling
Developing Sales Pipeline and funnel in line with assigned targets and UPS SCS go to market
strategies

Focus on SMB market segment
Customers meetings to qualifying and developing relationship
Complete Supply Chain mapping of target customers
Collect & communicate market/competition information and implement business
development initiatives.
Performs pre-call analysis (e.g., research account history, shipping details, complaints, etc.) to
prepare for sales calls.
Presenting complete UPS portfolio in front of prospects and exhibiting how UPS can help them
in handling supply chain challenges.
Researches resources (e.g., current customers, periodicals, competitors, etc.) to identify sales
opportunities and obtain contact information.
Updating Sales activities in UPS Sales system.

Funnel, pipeline development and progress.
Selling
Presenting complete UPS profile in front of customers.
Consultative selling and focus on sustainable and long-term business, main for long term rate
agreements with large customers.
Utilizes UPS Drive to document customer information and provide account status to the
Manager
Maintains and monitors records of customer information and account performance to track
sales performance to objectives.
Reviews various Business Information and Analysis reporting tools to assess account
performance and generate reports for management.
Presents solutions to customers to gain approval of proposals and move forward with the sales
cycle.
Introduce new products and services to customers and expand business within customer
accounts.
Submits customer pricing requests to Pricing Analysts to generate new or revised price quotes.
Negotiates with internal groups (e.g., Pricing, Revenue Management, etc.) to create proposals
and move forward with the sales process.
Analyzes price quotes to verify accuracy and determine how to propose the solution to the
customer.
Follows-up with customers to ensure customer trades to potential /commitment.
Participates in UPS online training classes to prepare for products and services

Post Selling
Implementation of Business singed off agreement with customers.
Setting up SOP Sales Operating procedure or MOP Master Operating Plans. - Collaborates
with operations and network to implement accounts with special needs.
Filing CEP (Customer engagement program) mapping all the customer expectation and
commitment and handling over to all the stakeholders Ops, Branch, network and getting
signed off on customer expectation and UPS deliverables.
Introduction of all the stakeholder of the business to customers key contact points.
Filing Credit applications and submitting all the relevant documents with F&A to approval and
filing of credit before execution of the business.
FGV assess to customer for Realtime visibility
Predefined Periodical service review with customer and making sure committee service level are
delivered and customer is trading at committee level of business revenue and volumes.
Supporting Credit control team for on time payment collections.
Exploring further development opportunities. Follows-up with customers to ensure customer
trades to potential /commitment.
Qualification and Experience.
Minimum - Graduates from approved Government Universities, with excellent communication
skills in spoken English, Fluency in the local state language is an added advantage.
MBA and those majored / having an additional diploma in Sales and Marketing preferable.
Total 3-8 years of experience in Business Development with minimum 3 years in Freight
forwarding and supply Chain domain.
Minimum 3 years of experience of business development.