Solutions Engagement Manager (Based in Shah Alam / Penang)

UPS; Shah Alam; On-site; MYR 120,000 - 180,000; Full time

Job summary

UPS が提供する大企業向けソリューションの開発マネージャーを大阪支社または現地オフィスで募集します。顧客の目標を把握し、テクノロジー・エンジニアリング・サステナビリティを活用した提案で収益機会を創出します。

エンタープライズアカウント戦略の策定・推進、関係部署と協力して最適なソリューションを設計・実装します。5年以上の関連経験と優れた英語力が求められ、国内外の会議・出張が発生します。

Qualifications

• 英語での流暢なコミュニケーション能力が必須。
• 対顧客・内部関係者と効果的に協働できる能力。
• プロジェクト管理や戦略提案の経験が望ましい。
• Proven track record in solution selling and revenue growth.

Responsibilities

• 顧客の目標とビジネスニーズを特定し、UPSのソリューションと結びつける。
• 社内外の関係者と連携して要件を整理し、実行計画を作成する。
• 戦略クローズを支援し、提案書とプレゼンテーションを準備する。
• プロジェクト計画を作成・管理し、スケジュールと予算を遵守する。
• 顧客への価値提案を伝え、長期的な取引関係を構築する。
• Coordinate with internal resources (SOLDI) to determine costs and manpower for solutions.

Skills

Fluent English

Interpersonal skills

Negotiation

Communication

Education

物流・サプライチェーン・エンジニアリング・ビジネス系の学位

Job description

職務内容

Fortune Global 500 の組織で次の機会を探りましょう。 革新的な可能性を想像し、やりがいのあるカルチャを体験し、日々より良いものになるための才能あるチームと協力してください。 私たちは、UPS を明日へと導くのに何が必要か知っています。スキルと情熱のユニークな組み合わせを持つ人々です。 自分やチームをリードする資質と意欲があれば、あなたのスキルを養い、あなたを次のレベルに引き上げる準備ができている役割があります。

Job Summary

The Solutions Development Manager provides value to Enterprise account customers to gain, retain, and grow UPS’s business across functions (e.g., Supply Chain Solutions, Freight, Package, International, UPS Capital, Mail Innovations, etc.) by demonstrating solutions to support improving the customers’ bottom line. He/She supports account owners in developing strategies to leverage technology, engineering and sustainability solutions that align with customers’ objectives and identifying new revenue generating opportunities.

Job Duties

• 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, and 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.
• 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.
• 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.
• 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.
• 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 solutions' implementation.
• Reviews and assesses the target accounts' list to evaluate account progress, to identify sales opportunities, and to increase revenue.
• Generates Large Scale Revenue Opportunities
• Monitors the revenue business plan to ensure performance metrics (e.g., quality, cost, effectiveness, etc.) are met and the return-on-investment is achieved.
• Evaluates non-traditional UPS solution opportunities (e.g., technology systems, etc.) to create alternative revenue streams.
• Works with enterprise accounts and UPS subsidiaries (e.g., Small Package, Supply Chain Solutions, etc.) to customize customer solutions and maximize UPS revenues.

Key Responsibilities

• Conducts product, service, and solutions trainings.
• Prepares and presents project reports and assists with budget validation and post-project user audits.
• Generates revenue through consultative sales activities.
• Builds productive internal and external business partnerships.
• Participates in pre- and post-customer meetings to determine strengths and weaknesses of sales approach/solutions and monitors customer needs through account strategy sessions.
• Reviews account information to identify opportunities, provides guidance to sales management on positioning and selling solutions, and participates in strategy meetings.

Job Requirements

• Possess a Degree in Logistics, Supply Chain, Engineering, or Business-related discipline.
• Minimum 5 years of relevant experience in Logistics industry performing in a similar capacity.
• Fluent communication in English (spoken and written).
• Willing to travel for external meetings both domestic and overseas.
• Excellent interpersonal, negotiation, and communications skills.
• Prior experience in project management and working alongside both internal and external stakeholders.
• Analytical thinker with strong business acumen & consulting skills.

社員タイプ

常勤

UPSは、差別、ハラスメント、報復のない職場を提供することにコミットしています。