Account Executive - Business Development (Freight Forwarding) at Hamilton Lloyd and Associates

Reports to: Area Sales Manager - Business Development

Job Summary

• The Account Executive will be responsible for achieving his/her assigned sales plan by generating profitability.
• The company’s 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.

Main Responsibilities
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 the company’s 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 company’s 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 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 company’s personnel (e.g., Business Development Manager, business center managers, operations, billing, drivers, etc.) to determine corrective actions and resolutions.

Qualification/Requirements

• Minimum: Bachelor's Degree, Master in Business Management/additional Diploma in Sales and Marketing preferable
• Professional selling skills, consultative selling techniques expert
• Minimum: 2-3 years relevant international corporate sales experience in freight forwarding industry

Key Skills and Competencies:

• 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.