District Account Executive

Job Description

This position develops new and existing business relationships in the Small to Medium Sized Business (SMB) market. The incumbent drives revenue growth through strategic, customer‑focused selling and will identify, position, and expand opportunities for UPS Global Freight Forwarding products and services. The role produces revenue growth by identifying key decision makers, coordinating customer meetings, and developing comprehensive logistics solutions for the UPS Enterprise.

The incumbent promotes internal business relationships and identifies opportunities for sharing business leads and joint account support. The role seeks a comprehensive understanding of customers’ supply chains, leading to new business and developing relationships with C‑level decision makers. The incumbent will also train customers on various technology platforms to ensure accurate billing, pricing, and that UPS services are delivered correctly.

• Penetrate existing account base to better understand full supply chain, leading to new business opportunities and key decision‑maker relationships
• Coordinate customer meetings with decision makers to identify needs, determine areas of opportunity, and develop sales strategies to win new business
• Identify areas of churn to develop strategies for winning back business
• Prospect and hunt for new business through various customer opportunity identification methods, including published data, industry guides, referrals, and territory management
• Target customer opportunities that exceed five hundred thousand dollars or more in total annual opportunity revenue
• Engage with the customer to identify areas of need while creating value throughout the sales process
• Facilitate customer entertainment to develop and solidify relationships with preferred customers
• Collaborate with Operations to establish standard operating procedures for meeting customer expectations
• Educate customers on technology solutions to provide independent tracking, pricing, and reporting capabilities
• Apply sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented
• Plan Quarterly Business Reviews (QBRs) with customers to review business trends and UPS time and transit performance
• Participate in joint customer calls with peers and counterparts to promote UPS products and services
• Attend functional meetings with sales counterparts to promote enterprise selling
• Identify account decliners/gainers to develop strategies for winning back business and promoting future growth
• Use state‑of‑the‑art Customer Relations Management (CRM) software to develop strategic plans for customer growth and development

• Demonstrate the ability to conduct research and develop territory sales plans, possessing strong organizational and strategic planning skills
• Show strong complex problem‑solving skills
• Demonstrate a perpetual inclination for learning
• Proficient with Microsoft Office products (Word, Excel, Access, and Outlook)
• Minimum three years of successful territory management experience
• Minimum three years of sales experience
• Business‑to‑Business or Business‑to‑Consumer sales experience, or UPS management or customer‑facing role experience
• Bachelor’s degree (or internationally comparable degree) in Business, Marketing or a related field
• Minimum three years of Freight Forwarding sales experience

• Must be a U.S. citizen or national, 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 be available to work flexible hours
• Must be willing to travel as required

Employee type:
Permanent

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation. UPS is an equal opportunity employer. UPS 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.