UPS APAC Enterprise Account Manager (Healthcare) in Singapore
APAC Enterprise Account Manager (Healthcare)-035404
The APAC Region Healthcare Enterprise Account Manager, is responsible for driving business growth through account management and leadership. The incumbent leads account planning and execution of business plans to meet global revenue growth targets across UPS's portfolio of services, which include freight, small package, and Supply Chain Solutions (SCS). The Enterprise Account Manager APAC drives business growth through solution development, customer facing communications, contract development, and negotiation using the UPS Sales Tools and Processes.
Knowledge of the Healthcare sector is a must ideally with proven experience of selling multi product or complex solutions demonstrating value across the customers Supply Chain. Demonstrable experience in selling at Board Level to Global corporations.
Roles & Responsibilities:
Executes the Business Plan
Identifies opportunities to partner with customers through understanding the competitive landscape, market trends, and individual customer business problems and needs.
Diagnoses all aspects of customers' organizations (e.g., goods, funds, services, etc.) to identify opportunities and build solutions.
Identifies opportunities with new accounts to offer all services across enterprise portfolio (i.e., Small Package, SCS, and Freight).
Develops and implements sales strategies to penetrate existing accounts and drive additional streams of revenue and profit across enterprise portfolio.
Provides knowledge and understanding of UPS capabilities (i.e., Freight, Small Package, and SCS) to respond to general and specialized customer requests.
Executes the business plan through the identification and development of sales opportunities to ensure business plan goals are achieved.
Builds BD Customer Relationships
Identifies key decision makers and C’Level contacts within customer organizations to expand business opportunities across the enterprise portfolio.
Builds successful partnerships (e.g., multiple contacts across bus. units) w/ key stakeholders (e.g., marketing, operations, senior mgmt, etc.) to cultivate relationships & generate revenue opportunities across all product and service lines.
Gains unique insight into Customer requirements using Supply Chain Mapping engagement methodology designed to provide customer unique insights and quantified solutions.
Advances customer relationship through a business dialogue to promote UPS’s capabilities and provide strategic solutions.
Builds Internal Relationships
Addresses customers' concerns by partnering with cross-functional groups within UPS (e.g., Marketing, Operations, Region and District managers, etc.) to quickly resolve issues.
Partners with cross-functional groups to create customized enterprise solutions for customers and to maximize revenue and profit through new opportunities.
Cultivates cross-functional relationships and involves other Sales resources (e.g., Freight, Customer Solutions, etc.) to provide expertise as needed in helping customers create an efficient supply chain and demonstrates quantified value.
Creates Strategies for Accounts
Applies a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals.
Demonstrates an understanding of the global supply chain processes within customers' organizations or industries and uses this knowledge to develop account strategies that address customer issues/opportunities and create value for the customer.
Coordinates project schedules with deadlines to deliver successful implementations.
Utilizes negotiation tools to ensure trades are gained and any contract movements are mutually beneficial.
Maintains Book of Business
Builds roadmaps that support sales execution (e.g., product mix, etc.) across UPS business units to develop timetables for delivery and achieve the business plan.
Maintains contract compliance to ensure elements of contracts are being followed by both UPS and the customer.
Manages the contract renewal process to ensure new contracts are negotiated prior to the expiration of existing contracts.
Utilizes the Total Enterprise Account Management System (TEAMS) to manage customer information and provide account status to Sales teams.
Minimum degree qualification (Bachelor’s Business/Logistics/MBA preferred)
Minimum 5 years of Business Development experience in the logistics industry with preferably Asia Pacific region exposure. Healthcare Vertical experience is an added advantage.
Sales driven, professional, assertive personality and ability to adapt to change
Excellent English communication and negotiation skills
A dynamic team player with the ability to collaborate with inter-departments to achieve results
Proven sales track record
Extensive travel required where/when necessary
Primary Location SG-Singapore-Singapore
Company: UNITED PARCEL SERVICE
Category: Sales, Inside Sales
Requisition Number: 035404