International Area Sales Manager

Job Summary

The International Area Sales Manager (IASM) is responsible for managing the performance of International Account Executives (IAEs) to achieve revenue growth within a specific geographic territory of the international service portfolio. The IASM will provide guidance on IAEs performance, respond to internal and external customer requests, and liaise between various functions. There is a preference to find a sales professional within close proximity to the assigned territory.

Responsibilities and Duties

• Conduct joint customer visits with IAEs to share sales and negotiation expertise with the sales team.
• Drive various product business plans to support targeted sales opportunities, account penetration, and sales growth strategies.
• Share customer feedback with the operations teams to provide awareness of recurring customer issues.
• Manage resources and people processes (e.g., career development, training, staffing) to ensure day‑to‑day administration of processes and formal procedures.
• Review plan versus actual to support sales team performance and create action plans to improve sales results.
• Conduct weekly sales meetings and schedules, assemble and create sales meeting material to be presented to sales staff, operations staff or other visitors.
• Generate regular progress and status updates to the Director of Sales.
• Audit and approve expense reports of direct reports.

Knowledge and Skills

• Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with core service offerings across business units and deep familiarity with product, service, and customer‑facing technology offerings of at least one business unit; knowledge of competitors’ offerings and features; comparison of UPS and competitor products and services; identification of gaps and development of plans to leverage advantages.
• Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions.
• Coaches Sales Team Members: Reviews and coaches team members on overall revenue results compared to plan; provides pre‑ and post‑sales call feedback; coaches on consultative selling techniques, negotiation skills, and positioning solutions.
• Conducts Competitive Analysis: Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improvement.
• Conducts Customer Analysis: Uses common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers; identifies and develops lists of prospective customers; drafts promotions of products, services, and features based on research with oversight from others.
• Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; aligns sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends.
• Negotiation: Demonstrates the ability to use negotiation techniques in complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties.
• Solves Customer Problems: Identifies business areas and stakeholders impacted by customer issues; engages appropriate resources to resolve issues; identifies root causes to prevent recurrence; remains motivated despite difficulties.
• Strategic Customer Partnerships: Builds and maintains relationships throughout a customer organization; makes recommendations regarding account decisions or strategies.
• Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems.

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.
• 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.
• Must have a Bachelor’s Degree (or internationally comparable degree) or be a current UPS employee with three years of UPS experience.
• 2+ years of experience with either Enterprise or International sales.
• Previous management and leadership experience.

Other Criteria

• For internal employees: This role is a job grade 06C/06D.
• UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex
  ational origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.

Employee Type

Permanent

Pay Range

The salary range for this position is $114,420.00/year to $199,860.00/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. Benefits include 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, and discounted employee stock purchase program.

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