UPS Enterprise Account Manager

United Parcel Service Singapore Pte Ltd
Shanghai
Not Specified
Not Specified

Job Description

The Enterprise Account Manager is responsible for generatingnew business by managing business relationships between UPS and designatedEnterprise Accounts. He/She executes business plans through meeting andexceeding sales and revenue goals. This position leads service and salesactivity across UPS's portfolio of products and services, including Freight,Package, Forwarding, and Distribution. The Enterprise Account Manager drivesglobal business growth through solution development, customer-facingcommunications, contract development, value creation, and negotiation.


Executes BusinessPlans

Executes the business plan throughthe identification and development of sales opportunities to ensure businessplan objectives are achieved.

Collaborates with cross-functionalgroups to understand internal/external customer requirements, promote serviceofferings, and provide sales support globally.

Prepares and delivers customerfacing presentations to position UPS solutions and value propositions tocustomers.

Develops and implements salesstrategies to penetrate existing accounts and drive additional streams ofrevenue.

Provides knowledge and understandingof UPS capabilities to respond to general and specialized customer requests.


Maintains Book ofBusiness

Builds roadmaps that support salesexecution (e.g., product mix, etc.) across UPS business units to developtimetables for delivery and achieve the business plan.

Maintains contract compliance toensure elements of contracts are being followed by both UPS and the customer.

Manages the contract renewal processto ensure new contracts are negotiated prior to the expiration of existingcontracts.

Utilizes the Total EnterpriseAccount Management System (TEAMS) to manage customer information and provideaccount status to Sales teams.

Maintains and monitors customerinformation and account performance data for Freight, Package, and Forwardingand Distribution to track sales performance against sales objectives.

Utilizes Business Information andAnalysis reporting tools to assess account performance analysis

Participates in ongoing training tolearn about new UPS products and services.

Maintains, Shares,and Leverages Competitive Knowledge

Shares competitive informationinternally (e.g., UPS’s Small Package counterparts, annual group salesmeetings, etc.) to increase knowledge of the competitive landscape.

Monitors and tracks competitors togain competitive intelligence (e.g., business models and strategies, etc.) tobe used in engaging prospects and customers (e.g., service and productcomparisons, creating customer solutions, etc).

Remains current on industry news(e.g., industry associations, trade magazines, etc.) to understand marketplacechanges and trends.

Obtains knowledge about customers’competitors to consult customers on UPS solutions that support their marketcompetitiveness.

Initiates and BuildsCustomer Relationships

Cultivates strong partnerships withcustomers to gain sales leads, coordinate account strategies, and supportcompany goals.

Serves as point of contact betweencustomers and Sales management teams to deliver programs and leverage UPS’sproducts and services.

Sells the value of Enterpriseaccount relationships with existing customers.

Manages customer expectations toincrease scope of penetration within each account.

Establishes and maintainsrelationships with multiple customer decision-makers to develop globallycomprehensive service solutions.

Manages multiple customerdecision-maker relationships, including C-level, to ensure business continuity.

Builds InternalRelationships

Addresses customers concerns bypartnering with cross-functional groups within UPS (e.g., Marketing,Operations, Region and District managers, etc.) to quickly resolve issues.

Partners with cross-functionalgroups to create customized enterprise solutions for customers and to maximizerevenue and profit through new opportunities.

Serves as an internal advocate forcustomers expectations and solution demands to ensure the highest level ofcustomer satisfaction and retention.

Communicates customers needs tointernal stakeholders and local region/district operations during the solutionbuild-out phase to hold internal partners accountable for implementing andmaintaining solutions as designed.

Cultivates cross-functionalrelationships and involves other Sales resources (e.g., Freight, CustomerSolutions, etc.) to provide expertise as needed in helping customers create anefficient supply chain and demonstrates quantified value.

Works with internal stakeholders(e.g., Marketing, Operations, senior management, etc.) to develop comprehensiveaccount strategies for retention, penetration, and acquisition of accounts.

Creates Strategiesfor Accounts

Applies a strong understanding ofcustomers business models and structure to outline appropriate sales processesfor developing comprehensive pricing strategies and proposals.

Demonstrates an understanding of theglobal supply chain processes within customers organizations or industries anduses this knowledge to develop account strategies that address customerissues/opportunities and create value for the customer.

Collaborates with clients andEnterprise Account Account Executives to develop strategic solutions with broadsupply chain implications.

Coordinates project schedules withdeadlines to deliver successful implementations.

Collects information regardingcustomers key performance indices to build strategies that match UPScapabilities to customer needs and tie back to the customers performancecriteria.

Forecasts and plans for customers'long-term business models to position product and service solutions that willmeet their future business needs.

Utilizes negotiation tools to ensuretrades are gained and any contract movements are mutually beneficial.


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