Regional Account Executive - Southern California

Responsibilities

• Collaborates with internal departments (e.g., operations, billing, finance, etc.) to ensure successful processing/activation of new accounts and to resolve customer issues (e.g., billing discrepancies, special needs and requests, etc.)

• Submits pricing request (e.g., price quote requests, enterprise portfolio qualifying worksheets, etc.) to Pricing, to secure acceptable pricing which can be offered to prospects/customers and convert, penetrate, and retain customer business

• Cultivates internal sales leads (e.g., strategizes with UPS Small Package division, etc.) to identify new sales opportunities, secure additional conversion revenue, and develop customized, bundled enterprise solutions

• Records daily sales activities into customer relationship management system (i.e., TEAMS) to manage sales funnel (e.g., tracking prospects, capturing meeting notes, etc.) and validate sales cycles

• Enters new customer profiles into account management system (i.e. INAMS) to initiate service implementation and enable access of customers’ information by other internal departments 

• Maintains relationship with revenue management to support the creation of competitive proposals and business growth

• Obtains knowledge about customers’ competitors to consult customers on UPS solutions that support their market competitiveness

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

• Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects/customers (e.g., service and product comparisons, creating customer solutions, etc.)

• Analyzes prospects’/customers’ shipping software and business model to develop cost-effective and streamlined technology integration solutions

• Responds to internal/external customer inquiries to satisfy their needs and requests in a timely manner and to maintain high levels of customer satisfaction
  
   

Preferences

• Demonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the company

• Understands industry and financial trends impacting UPS and/or customers’ organizations; identifies the organizational structure and functions within a business

• Conducts competitive analysis; understands competitor’s tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS

• Creates account strategies; understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy

• Demonstrates an understanding of negotiation techniques; identifies stakeholders/participants that should be involved in negotiations; demonstrates an understanding of each party’s objectives

• Experience in sales/business development

• Possesses industry experience/knowledge of online retail markets

• Familiar with US Postal Service processes
   

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

• Will not require sponsorship in order to start or continue employment with this employer

• Must be currently located or be willing to relocate to same geographic location as job

• Must have a bachelor's degree or comparable international degree or current UPS employee with 3 years experience

• Must be willing to travel, as required

• Must be willing to work a flexible schedule

• Industry experience or knowledge of online retail markets is preferred

• Sales experience is preferred