Territory Sales Manager

UPS; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

UPS is seeking a Business Development Executive (External Account Manager) in Mumbai to drive acquisition of SBM customers and expand national accounts. You will lead negotiations, craft long-term contracts, and present UPS’s end-to-end supply chain solutions to key buyers.

Ideal candidates have 3–8 years in business development within freight forwarding and supply chain, excellent English communication, and a track record of achieving sales targets.

Qualifications

• Graduates from approved Government Universities with excellent spoken English.
• MBA or additional diploma in Sales/Marketing preferred.
• 3–8 years in Business Development, with at least 3 years in Freight forwarding/Supply Chain.
• Minimum 3 years of business development experience.

Responsibilities

• Develop SBM to large national customers aligning with growth strategies.
• Focus on long-term contracts and RFQ processes.
• Retain customers via sound negotiation and contract retention.
• Maximize profits through pricing strategies and margin control.
• Present UPS portfolio to penetrates revenue and volumes streams.
• Meet monthly, quarterly, and yearly sales goals.
• Update sales activities in UPS Drive Sales and adhere to policies.
• Report sales activities and customer status to manager daily.
• Collaborate with Pricing/Procurement/Ops/Network to design customer solutions.

Skills

Professional selling

Consultative selling

Negotiation

Strategic thinking

Relationship building

Communication

Self-motivated

Adaptability

Ethical practices

Sales tools

Education

Bachelor’s degree

MBA preferred

Tools

UPS Drive

Sales Navigator

CRM systems

Job description

Operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. Beginning as a small messenger service started by enterprising teenagers and a $100 loan, UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small. UPS understands and appreciates its responsibility to help build safer, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.

About the Role

AE- The Business Development Executive (External Account Manager) Sales Position focuses on growing the business and expanding the relationships with SBM customers for predefined territory. Our Account Executive is responsible for acquisition of new and developing Small and Medium customers with main objective of Revenue, Volume and Gross Profit Growth by delivering sustainable supply Chain Solutions.

Responsibilities

• Business Development and acquisition of new SBM to large national customers in line with organization growth and go to market strategies.
• Focus on long term sustainable business strategies – RFQ and long term contracts.
• Developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business and securing contract agreements from previously noncontracted customers.
• Control revenue by maximizing profits through price strategies, margin control and mitigating customer loss.
• Presenting complete portfolio of UPS in front of customers to penetrate revenue and volumes streams.
• Achieve assigned monthly, quarterly and yearly Sales Goals – Customer’s acquisition, Volume growth, Revenue Growth and Gross profit.
• Timely update of Sales activities in UPS Drive Sales system and following Sales and organizational policies.
• Reporting to all the aspect of Sales activities and customers to manager on daily basis.
• Collaboration with Pricing/ procurement/ ops/ network to design solutions for customers.

Qualifications

• Minimum - Graduates from approved Government Universities, with excellent communication skills in spoken English, Fluency in the local state language is an added advantage.
• MBA’s and those majored / having an additional diploma in Sales and Marketing preferable.
• Total 3-8 years of experience in Business Development with minimum 3 years in Freight forwarding and supply Chain domain.
• Minimum 3 years of experience of business development.

Required Skills

• Professional Selling Skills/Consultative Selling techniques and impactful presentation and communication skills.
• Negotiation and Objection Handling Skills for maintenance and sustainability.
• Strategic Thinking and Relationship Building.
• Self-motivated and result oriented.
• Demonstrate Adaptability and accountability.
• Use Ethical Practices.
• Collaborative and interpersonal skills, networking and uses Experts/ Tools – Drive, Sales navigator and other systems to help in leveraging customer relationship.
• Hands on technologies to use the Sales and solution tools.
• Ownership and Constant Initiatives in adversity, - Uses Planning activities to achieve assigned goals.

Preferred Skills

• Developing Sales Pipeline and funnel in line with assigned targets and UPS SCS go to market strategies – Focus on SMB market segment.
• Customers meetings to qualifying and developing relationship.
• Complete Supply Chain mapping of target customers.
• Collect & communicate market/competition information and implement business development initiatives.
• Performs pre-call analysis (e.g., researches account history, shipping details, complaints, etc.) to prepare for sales calls.
• Presenting complete UPS portfolio in front of prospects and exhibiting how UPS can help them in handling supply chain challenges.
• Researches resources (e.g., current customers, periodicals, competitors, etc.) to identify sales opportunities and obtain contact information.
• Updating Sales activities in UPS Sales system – Funnel, pipeline development and progress.

Pay range and compensation package

Ready to Apply? If this sounds like the next step in your career, we’d love to hear from you. Share resume at - [e-mail]

Equal Opportunity Statement

UPS is committed to diversity and inclusivity.