Job Description

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Explore your next opportunity at a Fortune Global 500 organization. Envision innovative possibilities, experience our rewarding culture, and work with talented teams that help you become better every day. We know what it takes to lead UPS into tomorrow—people with a unique combination of skill + passion. If you have the qualities and drive to lead yourself or teams, there are roles ready to cultivate your skills and take you to the next level.

Job Description:

Job Summary
This position conducts BD activities in designated markets to achieve profitable growth and meet the revenue and income objectives of UPS Capital (UPSC). He/She expands BD opportunities by identifying customer needs, developing financial solutions for customers, obtaining customer commitment, and successfully implementing financial solutions. This position monitors and maintains account relationships to ensure integration of new business and continued customer satisfaction.

Required:

This is a sales position, that will require travel in support of clients in the territories of Florida. Employee must have valid driver’s license and reliable vehicle for travel.

Property & Casualty insurance license will be required for this role. Exam support is offered and covered by UPSC if not currently possessed but, upon hire, must be willing to immediately complete the required studying/research to then pass the exam to obtain license.  

Bilingual (Spanish/English) highly preferred.

Responsibilities:

• Researches opportunities through lead database and data mining of UPS and other accounts to identify leads.
• Builds partnerships with various sales resources (e.g., UPS, Supply Chain Solutions, UPS Freight, external customers, etc.) to improve network for providing sales leads.
• Conducts sales visits to prospective customers to present UPSC value proposition as it relates to their company and needs.
• Conducts due diligence (e.g., inventory audit, financial analysis, etc.) to verify the financial status of the company complies with UPSC business requirements (e.g., risk, profitability, etc.).
• Participates in continuing education and training to maintain skills and certifications.
• Keeps abreast of products, services, and market conditions (e.g., books, periodicals, meetings, conferences, etc.) to maintain awareness and to effectively sell UPSC products.
• Participates in information sharing within UPS and UPSC Sales groups to achieve results and improve sales strategies.
• Develops internal relationships with Product Managers, Sales, and Operations support staff to enhance customer solutions and responsiveness.

Qualifications:

• Bachelor’s Degree or International equivalent
• Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit; demonstrates knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages
• Identifies current and future needs of the customer or business; understands how business needs dictate the project’s requirements, project direction, business objectives, and resource allocation; makes recommendations on the solutions-design phase of the project
• Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
• Identifies team member’s strengths and development needs; coaches team members on planning for sales calls;
• Recommends additional resources and training to support team member development
• Works with others to research stakeholders' and key decision-makers' needs, requirements, and perspectives; describes in general terms customer characteristics, preferences, history, processes and constraints; lists what products and services are currently used by customers; uses knowledge of customers to provide input into which products or features to promote
• 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 basic financial terminology and concepts such as cash flows, operating profit/loss, and net income; conducts financial analyses
• Demonstrates an understanding of negotiation techniques; identifies stakeholders/participants that should be involved in negotiations; demonstrates an understanding of each party’s objectives
• Demonstrates a general knowledge of techniques for soliciting and gathering information
• Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions
• Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers’ business and objectives
• Demonstrates a basic understanding of supply chain concepts; identifies issues within a supply chain

For Internal:

Grade Level: 03A

Management Level: SIP Mid-Manager

Employee Type:

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

Other Criteria:

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.

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.

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