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Explore your next opportunity at a Fortune Global 500 organization. Envision innovative possibilities, experience our rewarding culture, and work with talented teams that help you become better every day. We know what it takes to lead UPS into tomorrowpeople with a unique combination of skill + passion. If you have the qualities and drive to lead yourself or teams, there are roles ready to cultivate your skills and take you to the next level.
POSITIONAREA SALES MANAGER
Area Sales Manager is a middle management position that's responsible for the sales and business development in a particular region. They manage and support the various sales teams in their region, ensuring that they reach their sales targets and remain motivated. This position requires exceptional analytical, problem-solving and customer centric skills. Area Sales Manager develops an overall business plan, including sales strategies and Sales Plan & activitiesAbout UPS Supply Chain Solutions-
UPS Supply Chain Solutions is your end-to-end solution. Whether you need freight, customs brokerage or warehousing & distribution services, UPS has it all. Were one of the worlds largest providers of transportation and logistics services. Our customers range from small and mid-sized companies up to global enterprises. And each of them regardless of size can take advantage of our global expertise, brand stability and leading-edge compliance and technology capabilities.Purpose / Objective
Business development through new customers acquisition and existing customers development to achieve assigned Sales PlansIncreasing business opportunities through various routes to marketSetting sales targets for individual reps and the team as a wholeDeveloping sales programs that maximize sales from assigned accounts to target accounts.Overseeing and conducting market research to develop and implement sales initiatives.Developing and implementing sales strategies and product knowledgeDelivering presentations to potential and existing customersRecruitment and training/ development of Team, Field Sales and Sales support team.Preparing concise sales reportsCoaching group and individual sales reps for product and sales techniques
Primary Activities / Responsibilities
Create and implement plan for revenue generation by addition, penetration & retention of customers through the sales team.Leading and motivating sales teams to achieve sales targets and revenue goals.Analysing market trends, developing sales strategies, and identifying opportunities for business growthDeveloping an overall business plan, including sales strategies and Sales activitiesManaging, training, and providing overall guidance to the sales team of an assigned regionSetting reasonable sales targets to be achieved by the sales team.Improving sales targets within the assigned geographical locationBuilding brand awareness, Create & enhance brand image of the company with existing & new clients through regular planning, monitoring, directing & motivating the team.Monitor service rendered to clients regularly & get feedback from the customer on a regular basis.Liaise regularly with clients for better understanding of their business needs & new requirements.Ensure submission & collection of bills.Ensure proper implementation of Contract Operating Procedure across the zone for each client.Monitor any leakage in the revenue.Create and execute initiatives to improve revenue churn.Conduct service reviews with customers based on Service Level Agreements.Review and appraise performance of team periodically.Coach and develop/update skills of team.
Performance Indicators
New Business Generation(Increase Market Share) by acquiring new customers and expanding territoriesCustomer retentionA strong indicator of customer satisfaction, loyalty, and ongoing revenue generationSales cycle lengthThe time it takes for potential customers to go through the various stages of the sales process until they become a successfully closed dealUpsell and cross sell ratesHelp improve average order value, generate revenue and profit at a lower incremental costChurn rateThe percentage of customers who fall off the file during a given period of timeNPS (Net Promoter Score)Indicates customer satisfaction and the likelihood of customers to recommend your products or services to othersTeam Management Sales team management and development
Competency/Skill Requirements
Bachelor's degree in Business Administration, Logistics, Supply Chain or related fieldMinimum of 12 years of experience in Sales in the Shipping and Logistics Freight Forwarding industryProven track record in developing and executing successful sales strategiesStrong leadership and management skills with the ability to motivate and lead a teamExcellent communication and interpersonal skills with the ability to build and maintain relationships with key accountsAnalytical and strategic thinking with the ability to identify market trends and opportunitiesProficient in Microsoft Office Suite and experience with CRM software
PermanentUPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
