UPS Business Development Manager - Brokerage Sales in Singapore, Singapore
The Regional Sales Lead Manager is responsible for overseeing the performance of Account Managers and Account Executives to achieve revenue growth within a specific geographic territory for the International service portfolio (e.g., Air, Ocean, Brokerage, etc.). He/She provides guidance on performance, responds to internal and external requests, and resolves customer concerns. This position acts as a liaison between District Sales and Operations within service centers. He/She manages Lead Area Sales Managers, District Account Executives, Sales Support Representatives, Account Managers, International Supply Chain, and District Logistics Account Managers.
Manages and Develops Others
Manages resources and people processes (e.g., Performance Management, Career Development, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.
Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, conferences, projects, etc.) to facilitate individual and team development.
Ensures that direct and indirect reports have documented career goals and detailed plans for achieving these goals to develop them personally and professionally.
Conducts frequent performance evaluations in a consistent, fair, and objective manner to facilitate open communication and encourage continuous performance improvement.
Holds others accountable to established performance levels to achieve individual and group goals.
Resolves individual and group performance issues in accordance with UPS’s policies and procedures in a timely manner to motivate and foster teamwork.
Coaches others and provides on-going feedback and support to improve performance.
Identifies opportunities to involve others in new and challenging work assignments and/or rotations that advance the skills and capabilities of individuals and the organization.
Makes salary recommendations to reward employee performance.
Drives Sales Plan Strategy Execution
Reviews sales funnel reports to identify sales opportunities and establish action plans to move through the sales process.
Performs pre-call sessions with sales teams to review objectives and expectations for sales calls.
Works with Operations to develop successful operating plans for complex accounts.
Collaborates with internal stakeholders to develop comprehensive sales strategies for retention and acquisition of Freight Forwarding sales opportunities.
Trains sales teams on pull-through techniques for various products and services (e.g., Air, Ocean, etc.) to ensure sales teams are able to successfully penetrate and execute contracts
Participates in Targeted Joint Sales Calls
Meets with customers to review proposed solutions, gain agreement, and obtain data required to finalize the Standard Operating Plan.
Discusses potential customers with account owners (e.g., Account Executives, etc.) to develop sales plans.
Participates in the development of customer account strategies to determine UPS’s optimal approach to win and maintain business, increase marketability, and secure market position.
Presents formal value propositions to customers to demonstrate the value of International, Small Package, and SCS offerings.
Manages Sales Team Performance
Participates in internal review meetings to discuss problematic customers (e.g., high claims, late shippers, etc.) and provide updates on resolutions.
Reviews previous year performance to provide feedback and direction, discuss sales strategies, and assist with achievement of future objectives.
Prepares presentations and facilitates sales meetings to discuss sales reports, identify sales opportunities, and recognize achievements.
Monitors business plan execution (e.g., Small Package, Freight, etc.) to ensure Account Executives, and Area Sales Managers are growing the business within accounts.
Reviews plan versus actual performance with sales teams to support performance and create action plans to improve results.
Liaises between Small Package, District Sales, and Global Sales
Works cross-functionally to roll-out corporate endorsements and pull the business through various geographic territory shipping locations.
Develops internal relationships (e.g., Center Managers, Branch managers, etc.) to garner support in driving District Sales revenue growth and programs.
Prepares presentations to inform customers of UPS service opportunities and to increase revenue.
Provides subject matter expertise for Freight products and services throughout the territory to educate and cross-train non-Freight sales staff.
Collaborates with internal subject matter experts to present UPS services and establish relationships.
Bachelor’s Degree/Master’s Degree Logistic, Transportation, Supply Chain or related discipline.
Minimum 5 years of working experience in related field of Customs Brokering (preferred)
Proven track record with 3 years people management experience is preferred.
Well-updated and keeping abreast to the Customs’ changes and updates.
Possess leadership qualities and relevant Customs Brokerage Certification (preferred).
Positive and able to work well in a team with excellent interpersonal skill which includes conducting presentation to the top management.
Confident, customer-oriented and able to work in a fast paced environment.
Possess project management skills with the ability to work cross-functionally to achieve results.
Company: UNITED PARCEL SERVICE
Requisition Number: 046711