 The Account Executive develops strategies to solicit new business, expand business territories, and fulfill business quotas.

 He reviews inbound and outbound manifests (i.e., shipping reports) to identify new customers, business growth from existing customers, and shipment reductions.

 This position is responsible for prioritizing customer opportunities, focusing attention on accounts with the greatest opportunity and likelihood of success, creating contacts, monitoring contractual compliance, and answering customer questions.

 Develops & Demonstrates a basic understanding of customers’ business functions that support strategic objectives; works closely with others to research customer business models and operating structures; provides input

into developing client solutions;

 Works with others to complete pre-planning sales activities based upon an understanding of the customer’s business. Contacts Account Executives and/or uses automated information systems to learn about their current

selling strategies and customer contracts.

 Uses automated sales tools to research customer businesses and prioritize new business opportunities, lost business opportunities and opportunities for retaining existing customers.

 Researches customers’ businesses to develop sales and pricing strategies.

 Responds to customer questions, complaints, and inquiries to meet customer needs.

 Maintains relationships with customers by assisting them and acting as their advocate in resolving service issues (e.g., claims, damages, etc.).

 Educates customers to use existing service channels or redirects service issues to expedite problem resolution.

 Maintains up-to-date knowledge of UPS’s products and services to generate appropriate sales solutions.

 Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS’s products advantageously.

 Coordinates with the National Inside Sales team on sales strategies, when the size of the customer exceeds 50k in annual core package spend, to ensure adequate coverage and maximize business potential.

 Calls customers to identify their business needs, sell additional products and services, and retain current business.

 Questions customers to learn about their businesses and industries, go-to market strategies, corporate structures, and shipping needs.

 Identifies key decision makers in customers’ organizations and develops relationships with them to facilitate sales opportunities.

 Maintains up-to-date knowledge of UPS’s products and services to generate sales solutions that meet customer needs.

 Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS’s products and services advantageously.

 Uses knowledge of customers’ businesses to demonstrate how UPS’s products and services can support and help customers achieve their business objectives.

 Follows-up on sales leads identified in customer calls and TEAMS to close prospective sales.

 Works with sales personnel (e.g., administrative, revenue recovery, billing, accounts receivable, etc.) to address customer needs and increase revenue.

 Responds to customer questions, complaints, and inquiries to meet customer needs.

 Maintains relationships with customers by assisting them and acting as their advocate in resolving service issues (e.g., claims, damages, etc.).

 Educates customers to use existing service channels or redirects service issues to expedite problem resolution.

 Maintains up-to-date knowledge of UPS’s products and services to generate appropriate sales solutions.

 Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS’s products advantageously.

 Coordinates with the National Inside Sales team on sales strategies, when the size of the customer exceeds 50k in annual core package spend, to ensure adequate coverage and maximize business potential.

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