南京招聘

职位描述：
Job Summary

The Forwarding Overlay Sales Executive - Enterprise Accounts role is responsible for driving business growth by managing relationships between UPS, Enterprise Account Managers, for both new and existing customers. He/She uses a consultative sales approach to recommend the implementation of international solutions within national and enterprise accounts to strengthen synchronized commerce through international Forwarding and Distribution products and services. This position manages sales activity across UPS's International portfolio of Forwarding products and services, including Distribution. The Forwarding Overlay Sales Executive - Enterprise Accounts reports to the Director of Region Forwarding Overlay Sales - Enterprise Accounts.


Executes Business / Sales Plans
? Executes the business plan through the identification and development of sales opportunities to ensure business plan objectives are achieved.
? Collaborates with cross-functional groups to understand internal/external customer requirements, promote service offerings, and provide sales support regionally and globally.
? Prepares and delivers customer facing presentations to position UPS solutions and value propositions to customers.
? Develops and implements sales strategies to penetrate existing accounts and drive additional streams of revenue, alongside the Enterprise Account Managers they support.
? Provides knowledge and understanding of UPS capabilities to respond to general and specialized customer requests.


Supports the Overall Forwarding Business Plan
? Develops internal cross-functional relationships (e.g., Directors, Pricing, Operations, Network Planning, Billing, Finance and Accounting, etc.) to encourage a collaborative systematic approach to identify and resolve service gaps on new “wins” and their implementation.
? Overlay FF resources offer their expertise on process redesign and /or similar subjects for existing customers.
? Supports UPS’s overall business plan beyond specific responsibilities in freight sales to ensure UPS’s success across the enterprise.
? Outlines problems with freight products and services to suggest resolutions and determine ways to make the products successful.
? Maintains and monitors customer information and account performance for freight products to track sales performance against sales objectives.
? Utilizes Total Enterprise Account Management System (TEAMS) to document customer information and provide account status to the sales team and organizations.

Creates Strategies for Accounts
? Applies a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals.
? Demonstrates an understanding of the global supply chain processes within customers' organizations or industries and uses this knowledge to develop account strategies that address customer issues/opportunities and create value for the customer.
? Collaborates with clients and Enterprise Account Executives to develop and implement strategic solutions with broad supply chain implications.
? Coordinates project schedules with deadlines to deliver successful implementations.
? Collects information regarding customers' key performance indices to build strategies that match UPS capabilities to customer needs and tie back to the customers' performance criteria.
? Forecasts and plans for customers' long-term business models to position product and service solutions that will meet their future business needs.
? Utilizes negotiation tools to ensure trades are gained and any contract movements are mutually beneficial.

Provides Sales Subject Matter Expertise
? Provides freight subject matter expert knowledge to improve implementation of freight forwarding solutions.
? Facilitates sales resource (e.g., Enterprise Account Managers, Forwarding Account Managers, etc.) training on freight products to increase knowledge and service capabilities.
? Collaborates with internal groups (e.g., Billing, Operations, etc.) to review cross-functional involvement with accounts.
? Participates in freight customer meetings to conduct training on UPS's products and services.
? Remains current on freight trends (e.g., sales, logistics, compliance, etc.) to sustain expertise.

Maintains, Shares, and Leverages Competitive Knowledge
? Shares competitive information internally (e.g., UPS’s Small Package counterparts, annual group sales meetings, etc.) to increase knowledge of the competitive landscape.
? Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects and customers (e.g., service and product comparisons, creating customer solutions, etc).
? Remains current on industry news (e.g., industry associations, trade magazines, etc.) to understand marketplace changes and trends.
? Obtains knowledge about customers’ competitors to consult customers on UPS solutions that support their market competitiveness.

Job Specific Competencies:
? Applies Service, Product, and Customer Technology Knowledge
? Business, Financial, and Industry Knowledge
? Conducts Competitive Analysis
? Creates Account Strategies
? Finance Knowledge
? Multicultural Agility
? Solves Customer Problems
? Supply Chain Management

Job Requirements:
? Bachelor degree
? At least 2 years in Forwarding sales position in logistics industry
? Proven experience in managing medium and large-size enterprises accounts
? Fluency in Mandarin and English.
? Good presentation skills
? Sales experience in MNC would be an advantage
? Capable to travel within Asian countries 举报 分享

As a global leader in package delivery and supply chain solutions, UPS is passionate about innovating new ways to make business work better, from complex international distribution networks to local business deliveries. That’s logistics. And that’s exactly what a career at UPS is all about.

From our roots as a Seattle, Washington-based bike-messenger company to our present day, multi-billion-dollar global corporation, our team has held a singular focus―making the world work better for everyone. At the heart of all that we do, you’ll find a true dedication to our people, our customers and the communities we serve.

Whether you start with UPS straight out of school like many of our senior managers did, or arrive with years of valuable experience, everyone at UPS has the opportunity to grow. Empowering careers and commerce around the globe takes more than innovative thinkers, collaborative teammates and incredible technology. It calls on the values, purpose and mission that have driven us right from the start.

It all begins with talented individuals like you―people who are ready to turn ideas into successful business practices. Explore how UPS jobs can make the world work better for you.

UPS Equal Opportunity Statement. We do not discriminate against any applicant for employment or any employee in any aspect of their employment at UPS because of age, race, religion, sex, disability, sexual orientation, gender identity, military status, pregnancy, national origin or veteran status.

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