Solutions Development Manager

United Parcel Service Sweden Aktiebolag; Penang; On-site; MYR 120,000 - 170,000; Full time

Job summary

UPS Malaysia is seeking an experienced Enterprise Account Manager to identify customers' objectives and business needs, develop targeted account strategies, and drive end-to-end delivery of UPS solutions for enterprise clients in the region.

You will collaborate with Sales, Solutions, Design, and Implementation teams to tailor proposals, manage projects from start to finish, and ensure value delivery, customer retention, and revenue growth.

Responsibilities

• Identify customer objectives and business needs to determine goals and strategies.
• Interface with external stakeholders to observe processes and spot improvement opportunities.
• Evaluate customer goals and challenges to capture key issues and propose solutions.
• Conduct research to assess the compatibility of UPS's solutions with customer needs, market conditions, and competitors.
• Collaborate with BD to discuss pricing, capabilities, solutions, and recommendations.
• Align sales efforts with account targets and determine effective sales approaches.
• Meet with Sales to prioritize accounts, determine involvement, and plan customer visits.
• Collaborate with Solutions, Design, and Implementation group to engage resources and determine costs for proposed solutions.
• Facilitate strategy sessions with the Sales team to communicate needs and gain buy-in on resources and approaches.
• Prepare documentation to communicate customer needs and obtain approval for subsidizing costs of solutions.
• Collaborate with Sales to evaluate costs, formulate account strategies, and agree on value propositions.
• Prepare customer proposals and presentations to demonstrate value and grow the business.
• Deliver proposals and presentations to propose new ideas and technologies for process improvements and secure commitment.
• Interface with customers to ensure alignment with the value proposition and gain agreement.
• Manage and coordinate resources to ensure smooth implementation of customer solutions.
• Lead project lifecycles, define scope, schedule, and deployment from start to finish.
• Forward project documents for sign-off, cost approval, and resource planning.
• Develop detailed project plans and assign tasks to ensure timely delivery.
• Identify and negotiate process changes with affected functions and manage project impact.
• Design and implement communication plans to keep stakeholders informed.
• Balance multiple projects and deployment schedules to meet goals and expectations.
• Review opportunities to identify resources and barriers and to expedite opportunities.

Job description

Before you apply to a job, select your language preference from the options available at the top right of this page. 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 tomorrow-people 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.

Job Description

Job Duties

1 Identifies Customers' Objectives and Business Needs

Interfaces with customers to identify needs (e.g., determine technology capabilities, increase efficiency, etc.), to determine long term goals and strategies, to provide value-added solutions, to ensure customer retention, and to strengthen relationships.

Interfaces with external stakeholders (e.g., Chief Operating Officer, Finance, Sales and Marketing, Customer Service, Operations, Warehouse, Shipping and Receiving, etc.) to observe processes and to determine opportunities for improvement.

Interfaces with stakeholders to determine customers' goals, objectives, and business challenges, to evaluate needs, to ensure accurate capture of key business issues, to formulate solutions in assisting the customer in leveraging UPS's opportunities.

Conducts research (e.g., customers' goals, earning reports, etc.) to determine the compatibility of UPS's solutions with customers' needs and to gain an understanding of the business model, market conditions, and competitors.

Interfaces with BD to discuss pricing, capabilities, solutions, and recommendations.

2 Formulates Enterprise Account Strategies

Collaborates with Sales team (e.g., EAMs, Director of Sales, etc.) to align sales efforts and to determine targeted accounts and the most effective sales approach.

Meets with the Sales team to prioritize accounts, to determine involvement, and to schedule customer visits.

Collaborates with the Solutions, Design, and Implementation (SOLDI) group to engage appropriate internal resources and to determine costs and manpower for integrating proposed solutions.

Facilitates and participates in strategy sessions with the Sales team to communicate customers' needs, to provide recommendations, and to gain consensus on resources, solutions, and the most effective sales approach.

Completes necessary documentation (e.g., Memo of Understanding, Resource Engagement Document, Master Consulting Agreement, Work Orders, etc.) to communicate customers' needs and to gain approval for subsidizing costs of solutions.

3 Formulates Solutions and Develops Proposals

Collaborates with the Sales team to evaluate and determine costs of solutions, formulate account strategies for leveraging solutions, and gain agreement on established value propositions.

Prepares customer proposals and presentations to demonstrate the value added of UPS's solutions and grow the business.

Delivers customer proposals and presentations to propose new ideas, methods, and technology for streamlining processes and to obtain customers' commitment.

Interfaces with customers to ensure they are aligned with the value proposition offered by UPS and to gain agreement.

Manages and coordinates resources and activities to ensure smooth implementation of customer solutions.

4 Manages Projects

Manages project lifecycles, including project scope, resources, schedule, initiation, start-up/design, building, and deployment to see projects from beginning-to-end.

Forwards project documents to stakeholders to obtain sign-off, agreement on project cost, and needed resources.

Develops project plans (i.e., detailed plan, milestones, and work breakdown structures) and assigns tasks to resources to ensure that the project will be completed on time and according to specifications.

Ensures affected functions or groups are identified and works with them to negotiate process changes, ownership of processes, and to manage project impact.

Designs and implements communication plans to ensure those affected by projects are informed and updated.

Follows up with assigned resources formally (e.g., status meetings, etc.) and informally to continuously manage the productivity of the team, project timelines, and deliverables.

Balances multiple projects and deployment schedules to meet stakeholder goals and expectations.

5 Identifies and Analyzes Solution Sales Opportunities

Reviews and assesses account opportunities from within their assigned EAMs' book of business to identify opportunities for Customer Solution's resource engagement and to support the BD sales resources.

Conducts internal research (e.g., pre-call, etc.) to identify accounts for opportunities.

Reviews target accounts with sales resources to engage and sell solutions and to win and retain business.

Reviews sales opportunities to identify resources and barriers and to expedite