Account Executive - Business Development Manager

Job Description

Account Executive (Business Development Manager)

About UPS

Operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. Beginning as a small messenger service started by enterprising teenagers and a $100 loan, UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small.

UPS understands and appreciates its responsibility to help build safer, stronger, and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.

Business Unit

UPS Supply Chain Solutions (UPS SCS)

Job Title

Account Executive (Business Development Manager)

Job Summary

The Account Executive (AE) is responsible for driving business growth and expanding relationships with Small and Medium Business (SMB) customers within an assigned territory. The role focuses on acquiring new customers and developing existing accounts with the primary objective of achieving Revenue, Volume, and Gross Profit growth through sustainable Supply Chain Solutions.

The successful candidate will identify opportunities, develop long-term customer relationships, negotiate commercial agreements, and collaborate with internal stakeholders to deliver value-added logistics and supply chain solutions.

Key Responsibilities

Business Development

• Acquire new SMB and large national customers in alignment with UPS growth strategies and go-to-market plans.
• Drive sustainable business development through RFQs, long-term contracts, and strategic partnerships.
• Identify, qualify, and develop new business opportunities within the assigned territory.
• Build and maintain a healthy sales pipeline and funnel to achieve business targets.
• Conduct comprehensive supply chain mapping of prospective customers.
• Gather and share market intelligence and competitive insights to support business growth initiatives.

Customer Relationship Management

• Develop and implement customer retention strategies to preserve and expand existing business.
• Build strong relationships with decision-makers and key stakeholders.
• Present the complete UPS portfolio of products and services to customers.
• Conduct regular customer meetings and business reviews.
• Ensure customers achieve their projected shipping commitments and business volumes.

Revenue and Profitability Management

• Achieve monthly, quarterly, and annual sales targets for:
• Customer Acquisition
• Revenue Growth
• Volume Growth
• Gross Profit Growth
• Maximize profitability through effective pricing strategies and margin management.
• Minimize customer attrition through proactive account management.

Sales Process Management

• Utilize consultative selling techniques to understand customer needs and propose tailored solutions.
• Prepare and present commercial proposals and business solutions.
• Coordinate with Pricing Analysts to obtain pricing quotations.
• Negotiate internally and externally to support successful deal closures.
• Maintain accurate sales records and update all activities in UPS Drive and other sales systems.
• Submit timely sales reports and updates to management.

Cross-Functional Collaboration

• Partner with Pricing, Procurement, Operations, and Network teams to design customer solutions.
• Support smooth implementation and onboarding of new customers.
• Coordinate with Finance and Credit teams for customer credit approvals and payment collections.
• Ensure seamless communication between customers and all operational stakeholders.

Key Competencies

Sales & Business Development

• Professional Selling Skills
• Consultative Selling Techniques
• Prospecting and Lead Generation
• Pipeline Management
• Account Growth Strategies

Communication & Relationship Management

• Excellent Presentation Skills
• Strong Negotiation and Objection Handling Skills
• Relationship Building and Networking
• Customer-Centric Approach

Personal Attributes

• Self-motivated and Results-Oriented
• Strategic Thinker
• Adaptable and Accountable
• High Level of Professional Integrity
• Strong Ownership Mindset
• Resilient and Resourceful

Technical & System Skills

• Proficiency in CRM and Sales Management Tools
• Experience with UPS Drive, Sales Navigator, and related systems
• Ability to leverage technology for sales planning and customer engagement
• Strong analytical and reporting skills