Revenue Growth Strategy & Executive

• Increases GFF revenue growth through managing customer retention, penetrating existing accounts for further business expansion, and onboarding new accounts or reviving previous accounts
• Penetrates existing account base to better understand full supply chain, leading to new business opportunities and key decision maker relationships
• Identifies areas of churn to develop strategies for winning back business
• Prospects and hunts for new business through various customer opportunity identification methods including published data, industry guides, referrals, conventions and events, and territory management
• Applies sales strategies and knowledge gained from sales training to identify areas where USP solutions can be implemented
• Develop strategic plans for customer growth
• Identifies account decliners/gainers to develop strategies for winning back business and promoting future growth
• Collaborates with Operations to establish standard operating procedures for meeting customer expectations
• Attends functional meetings with sales counterparts to promote enterprise selling across various UPS business units
• Participates in joint customer calls with peers and counterparts to promote UPS products/services

Manage Customer Relationship

• Coordinates customer meetings with decision-makers to identify needs over wants, determine areas of opportunity, and develops sales strategies to win new business
• Develops specific sales approaches for customers based on prior research and through meeting and understanding customers’ needs.
• Understands UPS market differentiators, competitive landscape, and customer profile to develop the most compelling and convincing approach that is individually tailored for each customer
• Engage with the customer to identify areas of need while creating value throughout the sales process
• Facilitates customer entertainment to develop and solidify relationships with preferred customers
• Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities
• Plans for Quarterly Business Reviews (QBR’s) with customers to review business trends and UPS time and transit performance

• Demonstrates ability to conduct research and develop territory sales plans and possess organization/strategic planning skills
• Demonstrates problem solving skills, customer service and solutions-oriented approach
• Strong interpersonal skills, written and oral communication skills
• Proficient with Microsoft Office Products (Word, Excel, Access, and Outlook)
• 3 years of experience in successful territory management
• 3 years of sales experience
• Business-to-Business or Business-to-Consumer sales experience, or customer-facing role experience
• Bachelor's Degree (or internationally comparable degree) in Business, Marketing or related field
• 3 years of Freight Forwarding sales experience