Regional Account Executive

Regional Account ExecutiveExplore 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 tomorrowpeople 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.The Regional Account Executive manages customer relationships and sales processes for middle market accounts. The incumbent is responsible for new account conversions while managing an existing account base, where sales penetration and customer retention are equally important. This position requires extensive partnerships with external and internal customers on a daily basis in order to achieve results. This role performs administrative duties, maintains mail technology expertise, and delivers enterprising customer solutions that drive sales and revenue growth.The Regional Account Executive manages individual sales plan (e.g., reviews weekly volume and revenue reports, etc.) to ensure accounts are producing as projected and to make necessary adjustments. The incumbent cultivates a strong partnership with UPS's Small Package division to foster cross-selling opportunities and to share knowledge of service offerings. This position retains and penetrates revenue in an existing account base (e.g., regularly meets with customers, etc.) to understand customer business needs, build strong customer relationships, and increase market share in a regional territory. The Regional Account Executive collaborates with Operations to ensure customers' expectations are being met and to proactively resolve customer issues.ResponsibilitiesCollaborates with internal departments (e.g., operations, billing, finance, etc.) to ensure successful processing/activation of new accounts and to resolve customer issues (e.g., billing discrepancies, special needs and requests, etc.)Submits pricing request (e.g., price quote requests, enterprise portfolio qualifying worksheets, etc.) to Pricing, to secure acceptable pricing which can be offered to prospects/customers and convert, penetrate, and retain customer businessCultivates internal sales leads (e.g., strategizes with UPS Small Package division, etc.) to identify new sales opportunities, secure additional conversion revenue, and develop customized, bundled enterprise solutionsRecords daily sales activities into customer relationship management system (i.e., TEAMS) to manage sales funnel (e.g., tracking prospects, capturing meeting notes, etc.) and validate sales cyclesEnters new customer profiles into account management system (i.e. INAMS) to initiate service implementation and enable access of customers' information by other internal departmentsMaintains relationship with revenue management to support the creation of competitive proposals and business growthObtains knowledge about customers' competitors to consult customers on UPS solutions that support their market competitivenessRemains current on industry news (e.g., industry associations, trade magazines, etc.) to understand marketplace changes and trendsMonitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects/customers (e.g., service and product comparisons, creating customer solutions, etc.)Analyzes prospects'/customers' shipping software and business model to develop cost-effective and streamlined technology integration solutionsResponds to internal/external customer inquiries to satisfy their needs and requests in a timely manner and to maintain high levels of customer satisfactionPreferencesDemonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the companyUnderstands industry and financial trends impacting UPS and/or customers' organizations; identifies the organizational structure and functions within a businessConducts competitive analysis; understands competitor's tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPSCreates account strategies; understands customer's general business needs and knows the account status; may provide information about accounts for use in planning account strategyDemonstrates an understanding of negotiation techniques; identifies stakeholders/participants that should be involved in negotiations; demonstrates an understanding of each party's objectivesExperience in sales/business developmentPossesses industry experience/knowledge of online retail marketsFamiliar with US Postal Service processesBasic 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 employerWill not require sponsorship in order to start or continue employment with this employerMust be currently located or be willing to relocate to same geographic location as jobMust have a bachelor's degree or comparable international degree or current UPS employee with 3 years experienceMust be willing to travel, as requiredMust be willing to work a flexible scheduleIndustry experience or knowledge of online retail markets is preferredSales experience is preferredUPS is committed to providing a workplace free of discrimination, harassment, and retaliation.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.The salary range for this position is $62,280.00/year to $93,360.00/year. Actual compensation is based on various factors such as location, job-related knowledge, skills, education/training, and work experience. This position is eligible for our sales incentive plan and offers the annual management incentive plan, subject to applicable eligibility requirements. Incentives are not guaranteed and are dependent upon individual and/or company performance. Our company offers the following benefits for this position, subject to applicable eligibility requirements. 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.