TForce Corporate Account Manager - Irving

UPS Irving, Texas
corporate account manager manager negotiation corporate accounts hunter manager cam sales account manager team customer needs
March 29, 2023
Irving, Texas

The Hunter Corporate Account Manager (CAM) is responsible for working through underdeveloped Corporate level accounts to generate new business. This Hunter CAM will develop and maintain their territory via cold calling, lead lists and general searches for customers that fit into TFIN Focus Areas. The Hunter Corporate Account Manager drives his/her accounts to produce profitable business growth through solutions development, customer-facing communications, contract development, value creation, team motivation and negotiation.

Responsibilities and Duties
  • Develop account base for a specific business segment.
  • Create contracts and manage profitability.
  • Utilizes CRM Platform to manage activity and pipeline. Provide updates and engages with the Sr. Manager of Corporate Accounts and the Director of Corporate Accounts.
  • Develops and tracks short term and long term goals
  • Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be utilized in day to day negotiations.
  • Demonstrates and supports negotiation techniques such as Situations Sales Negotiation (SSN) and Delivering Profitable Sales (DPS).

Knowledge and Skills
  • Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings. Demonstrates knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions. Create and develop plans to leverage advantages and correct disadvantages
  • Successful history in prospecting new customers including strong onboarding history/skillset working with both internal and external contacts to retain new business relationships.
  • Create Account Strategies: define and create specific documented account strategies; evaluating key financial indicators to establish account strategies; leverage sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
  • Negotiation: Demonstrates the ability to use negotiation techniques in complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties
  • Develop CAM Skillset to Solve Customer Problems: Help identify business areas and stakeholders impacted by customer issues; assists in engaging appropriate resources to resolve customer issues; assist in identifying root causes to ensure problems do not recur; stays motivated and helps motivate team despite difficult circumstances or setbacks
  • Relationships: Ability to network and develop strategic relationships throughout the organization

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

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