UPS eCommerce Account Manager in Santa Fe Springs, California

UPS iParcel is a leading provider of comprehensive global supply chain management in over 200 countries around the world. We offer an extensive portfolio of logistics and distribution, transportation and freight, freight forwarding, international trade management and customs brokerage services.

We are seeking an e-Commerce Manager to impact the organization by generating new e-Commerce revenue. This position acts as an overlay sales consultant to support UPS account owners in qualifying opportunities, creating sales strategies, and driving new and additional revenue. This position cultivates relationships with and trains UPS sales teams to identify, position, and develop bundled solutions (e.g., supplier management, warehousing, ocean and air transportation, distribution etc.). The successful candidate acts as an e-Commerce subject matter expert in retail and e-Commerce vertical. The e-Commerce Account Manager is responsible for customer account contract negotiations and post-sales activities (e.g., changes in scope, customer service, implementation issues, etc.) and reports to the iParcel Director of Sales.

Responsibilities and Duties

  • Generates e-Commerce revenue and evaluates UPS sales accounts (e.g., strategic, enterprise, district, etc.) to identify potential e-Commerce customers

  • Qualifies and quantifies sales opportunities using UPS internal resources (e.g., Solutions and Pricing groups, etc.) to ensure potential accounts are viable based on UPS's product and industry alignment and available resources

  • Formulates winning sales strategies from strategic sales information to achieve e-Commerce business goals and objectives

  • Manages e-Commerce sales activities through contract finalizations to drive the sales process and achieve success

  • Acts on referrals and leads from existing accounts to determine viability of potential accounts and alignment with UPS sales strategies

  • Engages with new e-Commerce prospects to drive revenue growth and product strategies

  • Provides guidance and training on UPS's distribution products and capabilities to sales groups (e.g., strategic, enterprise, district, etc.) to increase knowledge and ability to sell global logistics products and services

  • Generates e-Commerce awareness among UPS sales groups to facilitate the promotion and selling of e-Commerce products and services

  • Provides cross training for e-Commerce and UPS sales groups to offer and promote modified sales strategies that position UPS products and services competitively

  • Arranges customer visits to UPS facilities to identify opportunities and to win business

  • Interacts with sales groups and sales support teams (e.g., Solutions, Operations, etc.) to gather, share, evaluate, and act as sales leads

  • Analyzes existing UPS accounts to formulate e-Commerce sales strategies and pursue key account decision makers

  • Develops new relationships with key decision makers at prospective accounts to position UPS's supply chain expertise and capabilities

  • Interfaces with customers and UPS sales groups to manage requests for information (RFIs) and requests for proposals (RFPs) and to ensure documents are completed and delivered within established deadlines

  • Presents business agreements to key decision makers to review business terms and conditions, verifies customer understanding, and confirms customer expectations

  • Negotiates customer contracts to position contractual language, negotiates issues and gaps, and signs new contracts

  • Schedules business requirement validation meetings to formulate implementation plans

  • Works with implementation teams to modify pricing due to implementation changes and to address external issues

Knowledge and Skills

  • Minimum of 3 years Business Development experience

  • Experience in e-Commerce/logistics sales

  • Ability to work with limited supervision

  • Ability to set and meet aggressive goals

  • Excellent interpersonal skills, including written and verbal communication skills

  • Bachelor's Degree in Business Administration - Preferred

  • Master's Degree - Preferred

UPS is an equal opportunity employer – race/color/religion/sex/national origin/veteran/disability/sexual orientation/gender identity


Category: Sales

Requisition Number: 159816

Location: Santa Fe Springs,California