UPS International Acct Mgr-NY, NJ, MA, PA Area in Buffalo, New York

The Global Freight Forwarding International Account Manager - Enterprise Accounts is responsible for driving business growth by managing relationships between UPS and existing customers. This position uses a consultative sales approach to recommend the implementation of Global Freight Forwarding international solutions within national and strategic accounts to strengthen synchronized commerce through international products and services. He/She must have a flexible travel schedule. The International Account Manager - Enterprise Accounts manages sales activity across UPS's International Global Freight Forwarding portfolio of products and services.

The International Account Manager - Enterprise Accounts executes the business plan through the identification and development of sales opportunities to ensure business plan objectives are achieved. He/She collaborates with cross-functional groups to understand internal/external customer requirements, promote service offerings, and provide sales support globally. This position prepares and delivers customer facing presentations to position UPS solutions and value propositions to customers. The location(s) best suited for the ideal candidate to reside is in the Northeast corridor (i.e. Philadelphia, New York, New Jersey, Boston) or Midwest corridor (i.e. Chicago).

Responsibilities and Duties

  • Provides knowledge and understanding of UPS capabilities to respond to general and specialized customer requests

  • 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

  • Utilizes negotiation tools to ensure trades are gained and any contract movements are mutually beneficial

  • Develops and implements sales strategies to penetrate existing accounts and drive additional streams of revenue

  • Collaborates with clients and Enterprise Account Executives to develop strategic solutions with broad supply chain implications

Knowledge and Skills

  • Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit; demonstrates knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages

  • Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions

  • Conducts Competitive Analysis: Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position

  • Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends

  • Finance Knowledge: Accurately reads and interprets financial reports and statements; demonstrates an understanding of relevant financial measures, revenue and cost drivers; applies financial analysis to recommend solutions that support business objectives

  • Multicultural Agility: Identifies cultural issues that may impact business needs or customer solutions; applies cultural sensitivity when interacting with others outside one’s own geography; leverages cultural awareness to address challenges when operating across different geographical areas; stays current on global and cultural trends

  • Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems

  • Bachelor's Degree in Business Administration - Preferred

  • Master’s Degree - Preferred

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

Company: UNITED PARCEL SERVICE

Category: Sales, Intern/Coop, Full-Time, Professional

Requisition Number: 182098

Location: Buffalo,New York