Middle Market Major Account Manager - at UPS Los Angeles, CA

Middle Market Major Account Manager – Los Angeles, CA

Join UPS in growing new revenue and maintaining customer satisfaction for a portfolio of business units including Freight, Small Package, and Freight Forwarding.
Job Summary

This position develops new revenue and maintains customer satisfaction for its book of business. The incumbent is responsible for sales activities across UPS’s portfolio of products and services, promotes business relationships internally, and serves as a liaison between cross‑functional departments to coordinate, develop, and implement sales strategies. They drive growth through solution development, customer‑facing communications, contract development, and negotiation.
Responsibilities

Executes the business plan through internal sales staff to review sales leads and qualify customer accounts to ensure the business plan goals are achieved.
Gathers detailed customer requirements to identify which UPS products and services will create the best solution.
Builds roadmaps that support sales execution across UPS business units, developing timetables for delivery and achieving the business plan.
Maintains contract compliance to ensure elements of contracts are being followed by both UPS and the customer.
Shares competitive information internally to increase knowledge of the competitive landscape.
Monitors and tracks competitors to gain competitive intelligence for engaging prospects and customers.
Cultivates strong partnerships with customers to gain sales leads, coordinate account strategies, and support company goals.
Serves as point of contact between customers and Sales management teams to deliver programs and leverage UPS’s products and services.
Addresses customers’ concerns by partnering with cross‑functional groups to quickly resolve issues.
Partners with cross‑functional groups to create customized enterprise solutions for customers and maximize revenue and profit through new opportunities.
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 to develop account strategies that address customer issues and create value.
Qualifications

Bachelor’s Degree or international equivalent.
Familiarity with core service offerings across business units and deep knowledge of product, service, and customer‑facing technology offerings of at least one business unit, including competitor offerings and features.
Ability to compare and contrast UPS’s and competitors’ products, services, and customer‑facing technology solutions and conduct gap analysis.
Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions.
Detailed understanding of competitor strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests improvements.
Advanced knowledge of conducting customer analysis using common sources of information; collects standard research data and develops lists of prospective customers.
Helps define and create documented account strategies; evaluates key financial indicators to establish account strategies.
Uses multiple strategies to persuade others; identifies and removes barriers to agreements; wins concessions effectively.
Identifies business areas and stakeholders impacted by customer issues; engages appropriate resources to resolve issues and prevent recurrence.
Builds and maintains relationships throughout a customer organization; recommends account decisions or strategies.
Detailed understanding of supply chain concepts; makes recommendations to solve supply‑chain problems.
Employee Type

Permanent
Equal Opportunity Statement

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation. UPS is an equal‑opportunity employer and does not discriminate on the basis of race, color, religion, sex, national origin, veteran status, 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.

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