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Job Description:
Inside Sales Executive -
The Inside Sales department is responsible for increasing the revenue of the Middle Market segment for UPS. This department calls existing Middle Market customers to determine where opportunity exists for additional UPS services. Inside Sales collaborates with Pricing, Sales Planning and Performance, and other Marketing departments to ensure appropriate strategies are developed to obtain new business and retain existing business.
Job Summary
The Enterprise Account Inside Sales Representative (EAISR) is responsible for retaining and growing customer business. He/She uses available resources to learn customers’ businesses, identify business needs, and proactively contact customers to position UPS’s products and services to meet their needs. This position is responsible for prioritizing customer opportunities, focusing attention on accounts with the greatest opportunity and likelihood of success, creating contacts, monitoring contractual compliance, and answering customer questions. The Enterprise Account Inside Sales Representative works with sales managers, account executives (AEs), and sales support representatives (SSRs) to coordinate account strategies and contract agreements, as well as provide appropriate account alignment. This position has an indirect reporting relationship with the Enterprise Account Sales Manager.
Job Duties – Performs Pre-Call Customer Research and Sales Strategy Development:
Uses the company systems and tools to research account managers’ current strategies and account information on the contract to select selling strategies for accounts.
Contacts account managers, AEs, SSRs and uses automated systems to learn about their current selling strategies and customer contracts.
Uses sales tools to research customer businesses and prioritize new and lost business opportunities and identify opportunities for retaining existing customers. Maintains Industry Knowledge and Addresses Customer Business Needs:
Calls customers to identify their business needs, sell additional products and services, and retain current business.
Questions customers to learn about their businesses and industries, go-to-market strategies, corporate structures, and shipping needs.
Maintains up-to-date knowledge of UPS’s products and services to generate sales solutions that meet customer needs. Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS’s products and services advantageously. Uses knowledge of customers’ businesses to demonstrate how UPS’s products and services can support and help customers achieve their business objectives. Follows-up on sales leads identified in customer calls and Customer Relationship Management (CRM) system to close prospective sales. Works with sales personnel (e.g., account executives, administrative, revenue recovery, billing, accounts receivable, etc.) to address customer needs and increase revenue. Manages Accounts and Resolves Customer Issues: Responds to customer questions, complaints, and inquiries to meet customer needs. Maintains relationships with customers by assisting them and acting as their advocate in resolving service issues (e.g., claims, damages, etc.). Educates customers to use existing service channels or redirects service issues to expedite problem resolution. Maintains up-to-date knowledge of UPS’s products and services to generate appropriate sales solutions. Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS’s products advantageously. Coordinates with sales managers and account executives on sales strategies, when the size of the customer exceeds 50k in annual core package spend, to ensure adequate coverage and maximize business potential. Coordinates with the Enterprise Account Sales Manager and sales support representative on sales strategies, when the size of the customer falls below $8,000 in annual core package spend, to ensure adequate coverage and maximize business potential. Determines their customer’s Verified Total Combined Revenue and enters opportunities in the sales funnel as an active or inactive opportunity based on the time-line to win the business. Completes Administrative Tasks: Enters sales leads into the Customer Relationship Management (CRM) system to coordinate inside and external sales and to maximize business opportunities. Records and updates account activity (e.g., call notes, billing updates, etc.) to ensure customer information and interactions are accurately documented. Orders WorldShip (i.e., shipping navigation tool) software packages for customers to enhance customer convenience. Notifies the Package Center of changes in account status and customer business hours to appropriately schedule pick ups. Job Specific Competencies: 1. 2. 3. 4. 5. 6. 7. 8. Applies Service, Product, and Customer Technology Knowledge. Assesses Business Needs. Conducts Competitive Analysis.Conducts Customer Analysis Creates Account Strategies. Finance Knowledge. Solicits and Gathers Information. Strategic Customer Partnerships. Supply Chain Management.
Job Specific Qualifications:
Must have a graduate degree.
Good language written and oral skills in English and 1 regional language. Must have an experience of 3 years out of which a minimum of 2 years must be in direct sales or core inside sales activity with a sales plan. Proven selling skills to gain new and penetration business.
Employee Type:
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
