JOB SUMMARY

The Major Account Manager develops new revenue and maintains customer satisfaction for his/her book of business in the $2 million to $30 million revenue range. This position promotes business relationships internally (e.g., UPS Small Package, Sales Service Centers, etc.) to identify opportunities in sharing business leads and conducting joint sales calls.  He/She supports customers to ensure committed offerings (e.g., accurate billing, shipping times, pricing, etc.) are delivered.

The primary responsibilities of this position are to execute the revenue plan and monitor territory activities. This includes reviewing sales leads to define solutions, gain agreement, and obtain required data in order to qualify customer accounts. The Major Account Manager gathers detailed customer information and manages the consistency of revenue through the sales funnel.

OTHER DUTIES

• Monitors existing customer relationships to ensure satisfaction.
• Generates sales activity reports to provide visibility of pipeline to secured accounts.
• Compiles monthly activity reports for sales and management review.
• Monitors customer revenue commitments.
• Identifies new revenue growth opportunities.
• Conducts customer follow-up calls and meetings to sustain account focus.

PREFERRED COMPETENCIES

• Applies supply chain and logistic knowledge of the flow of materials, information, and finances involved in manufacturing and distributing products.
• Applies knowledge of the features and business applications of services, products and customer-facing technology offerings and solutions.
• Applies knowledge of freight structure and operations to resolve problems, make decisions and achieve business objectives.
• Builds business partnerships and develops key customer relationships to maximize account profitability. Understand the customer’s business and aligns account strategies to customer goals.
• Conducts competitive analysis of competitor’s offerings and strategies, and maintains awareness of competitive environment.
• Negotiates with others by identifying desired outcomes, organizational priorities, and appropriate strategies and concessions.  Asks pertinent questions, considers alternatives, persuades others, and bargains for win-win solutions.

MINIMUM QUALIFIERS

• Experience in sales from Business-to-Business or Business-to-Consumer or in a UPS management job or customer facing role ~ Preferred

UPS is an equal opportunity employer – race/color/religion/sex/national origin/veteran/disability/sexual orientation/gender identity

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.