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Inside Sales

Company: UPS
Location: Atlanta
Posted on: June 14, 2018

Job Description:

UPS Capital Inside Sales Rep. - High Value Job Summary The UPS Capital High Value Inside Sales Representative is responsible for new business acquisitions over the phone in the middle market community. He/She uses available resources to learn customers' businesses, identify business needs, and proactively contact customers by phone or email to position UPS Capital's products and services to meet their needs. This position collaborates with others to develop and grow the business. He/She must be able to work flexible shift hours (between the hours of 8am to 8pm). The UPS Capital High Value Inside Sales Representative uses various sales tools to research current strategies and account information on the contract to select selling strategies for accounts. He/She communicates with the Business Development Manager to learn current selling strategies and customer contracts. This position uses sales tools to research customer business and prioritize new and lost business opportunities and also opportunities to retain existing customers. The UPS Capital High Value Inside Sales Representative researches customers' businesses to develop sales and pricing strategies. Other Duties

  • Contacts customers to identify business needs, sell additional products or services, and retain current business.
  • Identifies key decision makers in customers' organizations and develops relationships with them to facilitate sales opportunities.
  • Maintains up-to-date knowledge of UPS's products and services to generate sales solutions that meet customer needs.
  • Researches competitor strategies, capabilities, and pricing patterns to identify ways to position UPS Capital's products and services advantageously.
  • Uses knowledge of customers' businesses to demonstrate how UPS's products and services can support and help customers achieve their business objectives.
  • Follows-up on sales leads identified in customer calls to close prospective sales. Preferred Competencies
    • Applies Service, Product, and Customer Technology Knowledge: Demonstrates a basic understanding of products, services, and customer facing technology solutions offered by UPS along with their features and business applications; describes general customer profiles targeted by the company.
    • Assesses Business Needs: Demonstrates a general understanding of ways to identify and measure the current needs of the customer or business; uses the business need to help define the project's requirements.
    • Conducts Competitive Analysis: Demonstrates a basic understanding of competitor's tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS.
    • Conducts Customer Analysis: Works with others to research stakeholders' and key decision-makers' needs, requirements, and perspectives; describes in general terms customer characteristics, preferences, history, processes and constraints; lists what products and services are currently used by customers; uses knowledge of customers to provide input into which products or features to promote.
    • Creates Account Strategies: Understands customer's general business needs and knows the account status; may provide information about accounts for use in planning account strategy.
    • Detail Orientation: Captures/documents specific and accurate information; learns subjects thoroughly and in detail; completes work with thoroughness; supplies appropriate details when requested; maintains organized files.
    • Finance Knowledge: Demonstrates an understanding of basic financial terminology and concepts such as cash flows, operating profit/loss, and net income; conducts financial analyses.
    • Solicits and Gathers Information: Demonstrates a general knowledge of techniques for soliciting and gathering information.
    • Solves Customer Problems: Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions.
    • Strategic Customer Partnerships: Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers' business and objectives.
    • Supply Chain Management: Demonstrates a basic understanding of supply chain concepts; identifies issues within a supply chain.
    • Underwriting Knowledge: Demonstrates a basic understanding of risk management principles; identifies the risk factors that impact a client's insurance eligibility. MINIMUM QUALIFICATIONS
      • Bachelor's Degree (or internationally comparable degree) - Preferred
      • Experience with Microsoft Office Suite products or similar software - Preferred
      • Experience in a customer facing role (i.e., cold calling) - Preferred UPS is an equal opportunity employer - race/color/religion/sex/national origin/veteran/disability/sexual orientation/gender identity

        Keywords: UPS, Atlanta, Inside Sales, Sales, Atlanta, Georgia

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