Job Openings at UPS Supply Chain Solutions

Job Summary:-
He/She will be responsible for achieving his/her assigned sales plan by generating profitability. UPS revenue growth through the development of new businesses and the retention of existing businesses within the assigned accounts. He/she analyses customers current supply chain needs to create appropriate solutions and promptly respond to customers’ requests.

Job Duties:
Pre Selling

• Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions
• Customizes standardized presentation templates with customers’ information to illustrate benefits of solutions to customers
• Analyzes customers’ billing technology to understand their needs and recommend UPS products and services
• Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls.
• Researches resources (e.g., current customers, periodicals, competitors, etc.) to identify sales opportunities and obtain contact information

Selling:

• Responds to internal sales leads from various sources (e.g., Sales Lead Incentive Management system, operations, Package Operations staff, etc.) to identify sales opportunities and create a sales strategy
• Sells UPS suite of technology solutions (e.g., Flex Global View, Quantum View etc.) to customers to secure their business
• Assesses previous sales calls to determine action plans for subsequent visits
• Researches existing UPS account history to obtain background information (e.g., pay history, shipping routes, etc.) and identify and prioritize large sales opportunities
• Utilizes DRIVE to document customer information and provide account status to the sales team
• Maintains and monitors records of customer information and account performance to track sales performance to objectives
• Reviews various Business Information and Analysis reporting tools to assess account performance and generate reports for management
• Presents solutions to customers to gain approval of proposals and move forward with the sales cycle
• Executes on previously signed contracts (e.g., UPS Freight/ UPS Express) to introduce new products and services to customers and expand business within customer accounts
• Submits customer pricing requests to Pricing Analysts to generate new or revised price quotes
• Negotiates with internal groups (e.g., Pricing, Revenue Management, etc.) to create proposals and move forward with the sales process
• Analyzes price quotes to verify accuracy and determine how to propose the solution to the customer
• Setting up SOP – Sales Operating procedure or MOP – Master Operating Plans (e.g., later pick up times, etc.) to satisfy customer complaints. - Collaborates with operations to implement accounts with special needs (e.g., unique delivery schedules, extra conveyors, additional drivers, etc.) to adequately handle customers’ shipping needs
• Generates customer-facing reports to outline shipping history, billing history, and accounts’ incentives (i.e., contracted discounts) and renegotiate contracts
• Follows-up with customers to ensure customer trades to potential /commitment
• Trains customers on billing analysis tools and electronic billing files to facilitate report generation
• Trains customers on proper packaging techniques to avoid damages
• Participates in UPS online training classes to prepare for products and services assessments and quizzes and to stay current on industry knowledge

 
Post Selling:

• Facilitates research of customer complaints (e.g., late deliveries, damages, billing questions, etc.) to determine appropriate resolution personnel, discusses complaints with UPS personnel (e.g., Business Development  Manager, business center managers, operations, billing, drivers, etc.) to determine corrective actions and resolutions

 
Qualifications and Job Specification/KPI:-

• Minimum – Bachelor’s Degree. Master in Business Management & those majored / having an additional diploma in Sales and Marketing preferable.
• Professional selling skills, consultative selling techniques
• Customer satisfaction and objection handling skills for maintenance and sustainability
• Excellent communication and presentation Skills
• Focus on Sale - Networks, and uses Experts/Tools/Systems to help in leveraging customer relationship, network and have a variety in new accounts
• High Energy levels planned for productive results towards sales funnel and calls, ability to stretch work hours and on opportunities and still remain enthusiastic

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Job Summary
The Solutions Engagement Specialist develops a thorough understanding of customers’ processes and business objectives and capitalizes on the value that UPS can offer their business. He/She creates value for customers by leveraging UPS’s expertise in the areas of engineering, technology, finance, and supply chain design. This position provides support to customers during the implementation phase to ensure solutions meet and exceed customer expectations.

Job Duties
Evaluates Customer Objectives and Business Needs

• Collaborates with the Business Development group to understand customer objectives and business challenges.
• Reviews existing customer information (e.g., shipping trends, current solutions, etc.) to prepare for customer meetings.
• Participates in customer visits to assess current business processes and future goals and to utilize departmental selling techniques.
• Conducts potential customer research (e.g., customer goals, earning reports, etc.) to understand the customer’s business and maximize solution discussions.

Formulates Solutions and Develops Proposals

• Collaborates with the Sales team to evaluate and determine costs of solutions, formulate account strategies for leveraging solutions, and gain agreement on established value propositions.
• Prepares customer proposals and presentations to demonstrate the value added of UPS's solutions and grow the business.
• Delivers customer proposals and presentations to propose new ideas, methods, and technology for streamlining processes and to obtain customers' commitment.
• Interfaces with customers to ensure they are aligned with the value proposition offered by UPS and to gain agreement.
• Manages and coordinates resources and activities to ensure smooth implementation of customer solutions.

Coordinates Customer Solution Implementations

• Partners with Solutions Design and Implementation experts to identify resources needed for the development of customer solutions.
• Uploads solution implementation documents to the project administration tool to track project scope and status information.
• Facilitates meetings with customers and solution experts to address project implementation challenges and modifications.
• Meets with customers to demonstrate solution functionality, solicit feedback, and address questions.
• Maintains customer relationships to ensure solutions meet customers’ needs and expectations.

Delivers Training and Prepares Documentation

• 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., TEAMS) 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.
• Conducts formal and informal training (i.e., technology solutions) to ensure the sales force remains current with UPS solutions and enhancements.
• Prepares and presents reports (e.g., trends, technology initiatives, etc.) to the district sales staff to provide relevant and current information.
• Registers the customer for products and delivers product training to ensure customers have the education and information to effectively use UPS’s product.

Job Specific Competencies

• Supply Chain / Logistics Diploma / Degree
• South African residency is a must.
• Applies Service, Product, and Customer Technology Knowledge
• Assesses Business Needs
• Business, Financial, and Industry Knowledge
• Conducts Customer Analysis
• Detail Orientation
• Supply Chain Management
• Technology Knowledge