Major Account Sales Manager - Ocean - Freight

JOB DESCRIPTION:

UPS Supply Chain Solutions is seeking a Major Account Sales Manager to impact the organizations, Ocean Product, by developing revenue and maintaining customer satisfaction for a book of business in the $2 million to $30 million revenue range. This position promotes business relationships internally (e.g., UPS Package, Sales Service Centers, etc.) to identify opportunities in sharing business leads and conducting joint sales calls. The Major Account Manager supports, ocean freight, customers to ensure committed offerings (e.g., accurate billing, shipping times, pricing, etc.) are delivered. This position reports to the Director of Sales, Major Accounts.

Responsibilities and Duties include but not limited to:

• Executes the Ocean product's revenue plan by working with internal sales staff to review ocean sales leads and qualify customer accounts.


• Gathers detailed customer requirements to define UPS Ocean products and services for the best solution.


• Partners with Operations to evaluate proposed solutions, monitor initial customer shipments, and modify processes ensuring customer satisfaction.


• Meets with customers to review proposed solutions, gain agreement, and obtain data required for the Standard Operating Plan (SOP).


• Confers with Pricing to identify costs for customer acceptance and business commitments.


• Monitors territory activities to stay abreast of account changes and protect ocean revenue from competitors.


• Manage target accounts and sales funnel expectations.


• Participates in joint customer calls to promote UPS Ocean products and services.


• Provide customer updates to highlight new products and service offerings and uncover sales opportunities.


• Completes sales administration database input to provide visibility of sales funnel and account status for management review.


• Compiles monthly activities to report mileage, churn, targets and territory updates for sales and operations.


• Monitors shipping lanes and capacity to identify pricing changes and ensure customer support.


• Collaborates with Collections vendors to prevent billing errors from impacting the credit standing of qualified customers.


• Facilitates quarterly business reviews by developing agenda and presentation to sustain account focus and maintain timeliness.


• Presents customer key performance indicators (KPIs) to review overall service performance for the quarter.


• Identifies areas for service improvement and conducts follow-up calls and meetings to monitor service action items, next quarter KPIs, and ensure customer needs are met.


• Indentifies new opportunities to grow ocean revenue and fulfill customer needs.  

Must be able to demonstrate the following skills:

• Describes the role of financial documents such as balance sheets and profit and loss statements in managing business.


• Accurately reads and interprets terms such as profit margin, ROI, operating ratio, fixed/variable costs and able to develop basic business cases to determine if a course of action or investment adds value.


• Analyze and explain budget variances.


• Understanding of ocean logistics, supply chain concepts, and UPS freight operations structure.


• Articulate the interdependency of related functions (e.g., sales, finance, engineering, operations, etc.) and other resources within the company.


• Measures and evaluates Ocean performance and results.

Education and Experience:

• A Bachelor's degree or equivalent experience relevant to the job is required.


• A minimum of 3 years sales experience in Ocean logistics, supply chain, freight, or transportation industry is required.