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Business Development

The ConnectShip Channel Sales Supervisor (CSS) is responsible for achieving their assigned sales plan by generating profitable revenue growth through the development of new business and the retention of existing business within their assigned accounts. This involves strategy sessions with their Channel Sales Manager and networking with decision makers to reveal additional sources of revenue utilizing ConnectShip's portfolio of products and services. He/She introduces technology solutions that will enhance customers’ business models and secure existing business.

Responsibilities and Duties
  • Meets with customers face-to-face or virtually via video conferencing to gather information about business needs and identify opportunities for solutions
  • Builds successful partnerships with key stakeholders at all levels of customers' organizations to cultivate relationships and generate revenue opportunities across all product and service lines
  • Conducts customer research to understand the customer's business to maximize discussion on solutions, and to build and strengthen relationships
  • Identifies customers' needs, issues, and opportunities to resolve business issues and to streamline business processes
  • Maintains book of business to grow and execute against the business plan
  • Executes on previously signed contracts to introduce new products and services to customers and expand business within customer accounts
  • Evaluates and determines cost of solutions, formulates account strategies for leveraging solutions, and gain agreement on established value propositions
  • Prepares customer proposals and presentations to demonstrate the value added from ConnectShip solutions and grow the business
  • Creates account information to identify opportunities and to understand customers' needs
  • Participates in strategy meetings to identify opportunities and resources and to develop customers' strategies in positioning ConnectShip products
  • Documents and reports account activity (e.g., customer visits and phone calls, training, etc.) to ensure account team members are informed of the customers’ activity
  • Documents solutions in the project management tool (i.e., FRESHSALES) and logs customer calls and visits on the account management system to report account activity and to ensure account team members are informed of customer activity
  • Provides assistance with project deliverables to ensure goals and timelines are met
  • Assists with post-project audits to gather feedback for continuous improvements
  • Manages small to enterprise project lifecycles, including sales scope, resources, schedule, and initiation, to see projects from beginning-to-end
  • Forwards documents to stakeholders to obtain sign-off, agreement on project costs, and needed resources

Knowledge and Skills
  • Ability to demonstrate sales and solutions acumen to UPS customers
  • Understands current/future needs of customer or business and how those needs dictate project requirements/direction and resource allocation; recommends solutions
  • Demonstrates familiarity with both UPS’s core service offerings and those of competitors; identifies customers who would benefit from selected offerings; compares and contrasts UPS's and competitor's solutions across all touch-points
  • Considers industry and financial trends when making account decisions
  • Skilled in conducting detailed customer analyses; creates lists of prospective customers
  • Ability to create detailed account strategies incorporating key financial indicators, customer needs and industry trends
  • Proficient in negotiation techniques; identifies relevant stakeholders; understands each party’s objectives
  • Understands implementation objectives, project plan and one's role within a project; participates in implementation; provides timely and concise updates; identifies and communicates areas of risk
  • Skillfully builds relationships throughout a customer organization; recognizes customer issues and recommends solutions
  • Understands supply chain concepts and recommends enhancements
  • Recognizes basic impact of technology on UPS business, services and processes; identifies technological barriers; maintains technological knowledge
  • Strong financial acumen, including understanding of Statement of Cash Flow, Balance Sheets and Income Statements, and ensuring decisions are financially sound
  • Previous Supply Chain Management experience
  • Demonstrated consultative sales experience
  • Proficient in Microsoft Office, including Excel, PowerPoint, Outlook and Access

Open Positions

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.