Jobs at UPS

Job Description:

This position handles day-to-day service issues within Brokerage. He/She works with hourly and management staff to address process, safety, staffing, and training. This position coordinates the needs and efforts of brokers to ensure customer satisfaction is met. He/She facilitates the smooth execution of procedures and management of systems.

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Position Summary
Coordinate, evaluate and respond to pricing requests based on profitability analysis and overall account strategy. Support Country Marketing Head in defining, developing, implementing and monitoring in-country Revenue Management Strategy, in coordination and accordance with ZA Revenue Management. Manage detailed analysis and development of Revenue Management initiatives to accelerate profitable growth and thereby strengthen UPS’ overall market position. Ensure that revenue management and pricing processes and procedures are compliant with UPS Revenue Management Policies

Key Accountabilities

• Manage pricing coordination by working with Country BD, ZA RM and Poland GBS
• Understand BD / CS pricing requests with respect to customer needs and UPS capabilities
• Gather appropriate information for pricing strategy and analysis from other UPS functions (BD,CS, Finance, Customer Solutions)
• Analyze and understand profitability of retention, penetration, and conversion customers across various pricing channels
• Evaluate appropriate customer incentive levels, rate structures, billing options, contract conditions and competitive market, to support ZA Business Plan initiatives
• Work with GBS to develop pricing offers to Revenue Management Committee based on account strategy, bid analysis, business plan impact, competitive situation, and customer and market benchmarking
• Propose pricing offers to higher management based on account strategy, bid analysis, business plan impact, competitive situation, and customer and market benchmarking
• Coordinate with country F&A, BD and CS with regards to contract administration, system rate implementation and compliance
• Supporting the country leadership in defining pricing channels aligned with RM strategy
• Responsible for Customer Profitability Management measurement, tracking and reporting
• Work with BD, CS and cross – functionally to improve new business contract compliance and country profitability
• Provide visibility and insights - through weekly, monthly and quarterly reporting - on Revenue Management KPI’s (Bids Turnaround, % of Bids Processed in time, New Customer Contract Compliance, Bid Quality), on RM Initiatives and on Pricing Channels performances
• Support the Country Leadership in preparing, chairing and coordinating the Country Pricing Committee
• Responding to Ad Hoc Requests

Qualifications – External Section
Education and Work Experience

• Education: University degree in Business Administration, Marketing, Finance or related studies; Master degree is a plus but not required
• Experience: 2 to 3 years in similar role (data analysis)
• Language: fluent in English (verbal and written)
• Applicant to be a South Africa resident.

Skills and Strengths:

• Proficient in Microsoft Excel (Access and Power Point preferred)
• Ability to work in a fast-paced, team environment with strict deadlines and compliance
• Strong communication skills
• Planning, organization, and time management skills
• Strong analytical and problem solving skills

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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.

Key Accountabilities:

Pre Selling:

• Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions
• Conduct virtual meetings with customers via ZOOM in instances where customers are unable to meet in person.
• 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., Trade Ability, Quantum View, and Campus Ship, 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
• Facilitates the drive for debt recovery from Customers in conjunction with F & A
• Facilitates proper on-boarding of new customers based on BD guidelines.
   

Education And Work Experience

• South African residency is a must
• Minimum – Bachelor’s Degree, Master in Business Management/additional diploma in Sales and Marketing preferable.
• Freight Forwarding experience is a must
• Minimum 2-3 years of relevant international corporate sales experience in the similar industry.
• Professional selling skills, consultative selling techniques expert.
• Customer satisfaction and objection handling skills for maintenance and sustainability
• Excellent communication and presentation Skills
• Focus on Sales - 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