UPS Business Development Manager - Brokerage Sales in Singapore, Singapore

Job Summary

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.

Job Requirements

  • 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

Category: Logistics

Requisition Number: 046711

Location: Singapore,Singapore