The Freight Forwarding District Account Executive develops new business and maintains existing business in the middle market (e.g., $60 thousand to $2 million) range. He/She engages in conversion, penetration and retention of accounts within an assigned geographic area. This position identifies, positions, and expands opportunities for domestic and international freight. The Freight Forwarding District Account Executive promotes internal business relationships (e.g., UPS Package, Sales Service Centers) to identify opportunities for sharing business leads and conducting joint sales calls. He/she supports customers to ensure committed offerings (e.g., accurate billing, shipping times, pricing and other services) are delivered. This position must have a flexible travel schedule.

The Freight Forwarding District Account Executive generates revenue growth and provides comprehensive customer service. He/She produces revenue growth by identifying decision makers, coordinating customer meetings, and developing comprehensive pricing strategies for bundled contracts to enhance customer business. This position provides customer tracking and shipment status to answer inquiries, and educates and trains customers on technology solutions for tracking, pricing and reporting. The Freight Forwarding District Account Executive assists in establishing standard operating procedures (SOPs) for meeting customer expectations and works with Accounts Receivable to resolve billing disputes.

Other Duties

• Identifies and penetrates new business opportunities from existing and potential new customers.
• Coordinates customer meetings with decision-makers to overcome barriers, determine areas of concern, and identify growth forecasts.
• Educates customers on technology solutions to provide independent tracking, pricing, and reporting capabilities.
• Collaborates with Operations to establish standard operating procedures for meeting customer expectations.
• Applies sales strategies and knowledge gained from sales training to identify areas where UPS solutions can be implemented.
• Participates in joint customer calls to promote UPS products and service.
• Attends functional meetings to build relationships with sales counterparts (e.g., UPS Package, etc.) for promotion of enterprise selling.
• Identifies areas of churn to develop strategies for winning back business.
• Completes database input to provide visibility of sales pipeline (e.g., opportunities, sales contacts, etc.) and account status for management review.

Preferred Competencies

• Applies Service, Product, and Customer Technology Knowledge: Demonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the company.
• Assesses Business Needs: Demonstrates a general understanding of ways to identify and measure the current needs of the customer or business; uses the business need to help define the project’s requirements.
• Conducts Competitive Analysis: Demonstrates a basic understanding of competitor’s tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS.
• Conducts Customer Analysis: Demonstrates some advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others.
• Creates Account Strategies: Understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy.
• Freight Forwarding Operations Knowledge: Demonstrates a detailed understanding of processes, procedures, and technology for intermodal transportation; identifies root causes of recurring issues within freight forwarding operations; describes the general structure of freight forwarding operations.
• Strategic Customer Partnerships: Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers’ business and objectives.
• Supply Chain Management: Demonstrates a detailed understanding of supply chain concepts; makes recommendations for changes to solve supply chain problems.

Minimum Qualifications

• Experience with Business to Business or Business to Consumer Sales - Preferred
• Experience managing a sales territory - Preferred

Founded on a $100 loan in 1907, 2 teenage boys opened up a messenger service in a 6 by 17 foot office located just below the sidewalk on Second Avenue and Main Street in Seattle, WA. Messengers ran errands, carried notes, hand baggage, and delivered trays of food for customers. They also delivered packages, traveling by streetcars and bicycles for longer trips, and later using motorcycles.