About the position

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.

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.

Requirements

• 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

Benefits

• Medical/prescription drug coverage
• Dental & Vision Benefits
• Flexible Spending Account
• Health Savings Account
• Dependent Care Flexible Spending Account
• Basic and Supplemental Life Insurance & Accidental Death and Dismemberment
• Disability Income Protection Plan
• Employee Assistance Program
• Educational Assistance Program
• 401(k) retirement program
• Vacation
• Paid Holidays and Personal time
• Paid Sick/Family and Medical Leave time as required by law
• Discounted Employee Stock Purchase Program
• This position is eligible for our sales incentive plan and offers the annual management incentive plan, subject to applicable eligibility requirements.