International Area Sales Manager - North Cal

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Job Description:

Job Summary

The Lead Area Sales Manager is responsible for managing the performance of International Account Managers (IAMs') to achieve revenue growth within a specific geographic territory of the International service portfolio. He/She provides guidance on IAMs performance, responds to internal and external customer requests, and liaises between various functions. This position manages International Account Managers. The territory for this role will be the state of California. There is a preference to find a sales professional within close proximity to the assigned territory.

Responsibilities and Duties

• Conducts joint customer visits with IAMs to share sales and negotiation expertise with the sales team
• Drives various product business plans to support targeted sales opportunities, account penetration, and sales growth strategies
• Shares customer feedback with the operations teams to provide awareness on recurring customer issues
• Manages resources and people processes (e.g., Career Development, Training, Staffing, etc.) to ensure day-to-day administration of processes and formal procedures
• Reviews plan versus actual to support sales team performance and creates action plans to improve sales results
• Conducts weekly sales meetings and schedules, assembles and creates sales meeting material to be presented to sales staff, operations staff or other visitors
• Generates regular progress and status updates to the Director of Sales
• Audits and approves expense reports of direct reports

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 of at least one business unit; demonstrates knowledge of competitors' offerings and the features of their products, services, and customer facing technology solutions; describes types of customers that would benefit from selected offerings; compares and contrasts UPS's and competitor's products, services, and customer facing technology solutions; able to compare and contrast the customer's experience of engaging with UPS and primary competitors across all touch-points; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages
• Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
• Coaches Sales Team Members: Reviews and coaches team members on overall revenue results compared to plan; provides pre- and post-sales call feedback; coaches team members on consultative selling techniques, negotiation skills, and positioning solutions
• Conducts Competitive Analysis: Demonstrates a detailed understanding of competitor’s strategies and offerings; collects, analyzes, and interprets competitive information; identifies areas where UPS is at a competitive disadvantage and suggests ideas for improving its competitive position
• Conducts Customer Analysis: Demonstrates advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others
• Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages 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
• Solves Customer Problems: Identifies business areas and stake