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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:
The International Account Manager is responsible for driving business growth within our Enterprise segment. This is accomplished by managing relationships between all UPS business units including working closely with Small Package Enterprise Account Managers, UPS Global Logistics and Distribution teams, and global customer contacts. He/She uses a consultative sales approach to recommend the implementation of international solutions within assigned book of business. This position manages sales activity across all Forwarding Global locations within the UPS Forwarding portfolio.
Responsibilities and Duties
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 globally
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
Utilizes UPS DRIVE (UPS's CRM) extensively to record pipeline activities, strategies, customer events and customer growth roadmaps. Actively manages a funded Pipeline in UPS DRIVE
Applies a strong understanding of customers' Supply Chain, business models, and structure to identify appropriate sales opportunities for developing comprehensive solutions, strategies, and proposals
Demonstrates an understanding of the global supply chain processes within customers' organization or industries and uses this knowledge to develop account strategies that address customer issues/opportunities and create value for the customer
Shares competitive information internally (e.g., UPS Small Package counterparts, group sales meetings, etc.) to increase knowledge of the competitive Forwarding landscape
Monitors and tracks competitor market intel 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, and value prop, etc.)
This role will be responsible for maintaining and growing a book of business (i.e. acquiring new leads, nurturing current customers relationships, and following up on provided leads) as well as continuing to grow outside of the provided book of business as you uncover additional complex global customer opportunities
Knowledge and Skills
Demonstrates expert knowledge of UPS Forwarding services, offerings, and customer facing technology solutions; demonstrates knowledge of competitive landscape and the features of competitor 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 able to identify disadvantages in order to find appropriate solutions as needed
Proficiency with UPS DRIVE or similar complex CRM and a strong understanding of data and analytics
Demonstrated ability to position international sales, solutions, products, and services. Successfully implemented a complex global enterprise win, with multiple layers of Decision Makers and complex Global Supply Chain with multiple regions and districts involved, of larger accounts in International revenue
Demonstrated proficiency with international customers with a global logistics budget in the multi-million dollar range of spend of export and import revenue
General knowledge of global trade affairs, industry and financial trends and considers these when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
Understands UPS Brokerage and the processes to clear shipments through various customs agencies and a general knowledge of UPS zone solutions (and/or understanding of foreign trade zones and the benefits it offers for customers)
Understands the UPS global network and international operations
Demonstrates a detailed understanding of competitor's strategies and offerings; collect, analyze, and interpret competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position
Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
Accurately reads and interprets financial reports and statements; demonstrates an understanding of relevant financial measures, revenue and cost drivers; applies financial analysis to recommend solutions that support business objectives
Demonstrates proficiency with quantifying the value of UPS Solutions
Identifies cultural issues that may impact business needs or customer solutions; applies cultural sensitivity when interacting with others outside one's own geography; stays current on global and cultural trends
Identifies business areas and stakeholders impacted by customer issues; engages appropriate resources to resolve customer issues; identifies root causes to ensure problems do not recur; stays motivated despite difficult circumstances or setbacks
Demonstrates a detailed understanding of global supply chain concepts and takes initiative to make recommendations in order to make changes in solving supply chain problems
Ability to network with customers, UPSers, and in all International Regions
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
Employer will not sponsor a visa for this or future positions
Must be currently located in the same geographic location as the job or willing to relocate yourself
Must have a Bachelor's Degree (or internationally comparable degree) or be a current UPS employee with three years of UPS experience
Must have ability to travel
OTHER CRITERIA:
Employer will not sponsor visas for position.
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.
Employee Type: Permanent
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.
Pay Range: The salary range for this position is $101,280.00/year to $152,820.00/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.
