Regional Account Executive

Job Description

The Regional Account Executive manages customer relationships and sales processes for middle market accounts. The incumbent is responsible for new account conversions while managing an existing account base, where sales penetration and customer retention are equally important. This position requires extensive partnerships with external and internal customers on a daily basis in order to achieve results.

• Performs administrative duties, maintains mail technology expertise, and delivers enterprising customer solutions that drive sales and revenue growth.
• Maintains individual sales plan (e.g., reviews weekly volume and revenue reports, etc.) to ensure accounts are producing as projected and to make necessary adjustments.
• Cultivates a strong partnership with UPS’s Small Package division to foster cross-selling opportunities and to share knowledge of service offerings.
• Retains and penetrates revenue in an existing account base (e.g., regularly meets with customers, etc.) to understand customer business needs, build strong customer relationships, and increase market share in a regional territory.
• Collaborates with Operations to ensure customers’ expectations are being met and to proactively resolve customer issues (e.g., billing discrepancies, special needs and requests, etc.).

Responsibilities

• Collaborates with internal departments (e.g., operations, billing, finance, etc.) to ensure successful processing/activation of new accounts and to resolve customer issues (e.g., billing discrepancies, special needs and requests, etc.).
• SUBMITTING PRICING REQUESTS: Submits pricing request (e.g., price quote requests, enterprise portfolio qualifying worksheets, etc.) to Pricing, to secure acceptable pricing which can be offered to prospects/customers and convert, penetrate, and retain customer business.
• CULTIVATES INTERNAL SALES LEADS: Cultivates internal sales leads (e.g., strategizes with UPS Small Package division, etc.) to identify new sales opportunities, secure additional conversion revenue, and develop customized, bundled enterprise solutions.
• RECORDS DAILY SALES ACTIVITIES: Records daily sales activities into customer relationship management system (i.e., TEAMS) to manage sales funnel (e.g., tracking prospects, capturing meeting notes, etc.) and validate sales cycles.
• ENTERS NEW CUSTOMER PROFILES: Enters new customer profiles into account management system (i.e. INAMS) to initiate service implementation and enable access of customers’ information by other internal departments.
• REMAINS CURRENT ON INDUSTRY NEWS: Remains current on industry news (e.g., industry associations, trade magazines, etc.) to understand marketplace changes and trends.
• MONITORS AND TRACKS COMPETITORS: Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects/customers (e.g., service and product comparisons, creating customer solutions, etc.).
• ANALYZES PROSPECTS/CUSTOMERS: Analyzes prospects’/customers’ shipping software and business model to develop cost-effective and streamlined technology integration solutions.
• RESPONDS TO INTERNAL/EXTERNAL CUSTOMER INQUIRIES: Responds to internal/external customer inquiries to satisfy their needs and requests in a timely manner and to maintain high levels of customer satisfaction.

Preferences

• Demonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the company.
• Understands industry and financial trends impacting UPS and/or customers’ organizations; identifies the organizational structure and functions within a business.
• Conducts competitive analysis; understands competitor’s tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS.
• Creates account strategies; understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy.
• Demonstrates an understanding of negotiation techniques; identifies stakeholders/participants that should be involved in negotiations; demonstrates an understanding of each party’s objectives.

Basic Qualifications

• Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.
• Will not require sponsorship in order to start or continue employment with this employer.
• Must be currently located or be willing to relocate to same geographic location as job.
• Must have a bachelor's degree or comparable international degree or current UPS employee with 3 years experience.
• Willing to travel, as required.
• Willing to work a flexible schedule.
• Industry experience or knowledge of online retail markets is preferred.
• Sales experience is preferred.