UPS Digital Business Development Officer

GIA Glenlake Insurance Agency Inc; Rhode Island; On-site; USD 90,000 - 130,000; Full time

Job summary

UPS Capital is hiring a Business Development Officer (BDO) to drive new customer acquisition and revenue growth. The role leads the full sales cycle from prospecting to close, partnering with UPS teams to deliver measurable client value.

The ideal candidate combines data-driven selling, strong communication, and cross-functional collaboration across product, technology, and operations to address customer risk and shipping challenges.

Qualifications

• Bachelor’s degree or international equivalent.
• Hold or obtain a valid property & casualty insurance license after hire.
• 2–3 years of sales experience.

Responsibilities

• Achieve assigned revenue and growth targets by prospecting, developing, and closing new customers.
• Identify, qualify, and pursue new business opportunities through outbound prospecting, referrals, and partnerships.
• Conduct discovery-based, consultative sales conversations to understand customer risk, business and shipping challenges.
• Position and sell solutions that solve customer problems and deliver measurable value.
• Own the full sales cycle, from initial outreach through close, including pipeline management, forecasting, and deal progression.
• Collaborate with UPS sales partners and internal stakeholders to expand wallet share and accelerate new customer acquisition.
• Deliver a high-quality customer experience through clear verbal and written communication.
• Address and escalate customer issues as needed to support deal success and long-term relationship growth.
• Maintain accurate activity, pipeline, and opportunity data in CRM systems.

Skills

APIs & Integrations

Data insights

Analytics

Dashboards

Automation

Consultative selling

Discovery conversations

Cross-functional collaboration

Voice of customer

Pilots / betas

Salesforce

ROI analysis

Negotiation

Stakeholders

Education

Bachelor’s Degree

Tools

Salesforce

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

The Business Development Officer (BDO) is a consultative, new‑business sales role focused on acquiring new customers and driving revenue growth through UPS Capital’s risk management and financial protection solutions. This role owns the full sales cycle, from outbound prospecting and discovery through solution design and close, and partners closely with UPS sales teams and internal stakeholders to deliver measurable customer value. Successful candidates are curious, data‑driven sellers who thrive in a hunter environment, can translate complex solutions into clear business outcomes, and are motivated to help customers protect their businesses while enabling growth.

Responsibilities

• Achieve assigned revenue and growth targets by prospecting, developing, and closing new customers
• Proactively identify, qualify, and pursue new business opportunities through outbound prospecting, referrals, and partnerships across the UPS ecosystem
• Conduct discovery‑based, consultative sales conversations to understand customer risk, business and shipping challenges
• Position and sell solutions that solve customer problems and deliver measurable value
• Own the full sales cycle, from initial outreach through close, including pipeline management, forecasting, and deal progression
• Collaborate with UPS sales partners and internal stakeholders to expand wallet share and accelerate new customer acquisition
• Deliver a high‑quality customer experience through clear, professional verbal and written communication
• Address and escalation customer issues as needed to support deal success and long‑term relationship growth
• Maintain accurate activity, pipeline, and opportunity data in CRM systems

Job Qualifications

Digital & Data Fluency

• Ability to understand and articulate the value of digital products, data insights, and analytics and translate them into business outcomes (cost reduction, risk mitigation, efficiency)
• Ability to leverage existing databases and tools to build targeted prospecting lists and prioritize opportunities
• Proactively stays current on products, services, and market conditions to effectively position solutions and add customer insight
• Comfort discussing concepts such as APIs, system integrations, dashboards, automation, and data flows (no coding required)

Consultative & Value-Based Selling Skills

• Proven experience in consultative selling, discovery-based conversations, and solution design
• Ability to uncover customer workflows, pain points, and operational gaps
• Cross-Functional Collaboration Experience collaborating with product, technology, operations, underwriting, or analytics teams
• Ability to act as the “voice of the customer” back into product and solution design to improve market fit and sales effectiveness
• Comfort participating in pilots, betas, or early-stage product rollouts

Sales Skills

• Digital and data literacy with the ability to translate technical concepts into customer value
• Consultative, insight-led selling approach
• Strong CRM and pipeline discipline (Salesforce)
• Comfort selling evolving products and solutions in a changing environment
• Ability to collaborate cross-functionally with product, technology, and operations teams
• Strong learning agility and curiosity about technology-enabled solutions
• Ability to build ROI-based business cases
• Understanding of negotiation techniques, identifying stakeholders, demonstrating an understanding of each stakeholder's objectives

Qualifications Requirements

• Bachelor’s Degree or International equivalent
• Hold or obtain (post-hire) a valid property & casualty insurance license
• 2-3 years of sales experience

Preferred Experience

• SaaS, fintech, Insurtech, insurance, logistics tech, or supply-chain platforms Selling solutions that combine product + service + insight
• 3+ years of B2B sales experience

Other Criteria

• The internal Grade Level is a 03A
• Candidate must be geographically located in the same region as position or willing to self-relocate
• Employee Type: Permanent

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

UPS is an equal opportunity employer.

UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.

Basic Qualifications: Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.

In 1907, two teenage entrepreneurs in a Seattle basement started with a $100 loan and created what would become the world’s largest package delivery service. Today, operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. 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 safe, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.