GFF Healthcare International Account Manager

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Job Description:

The GFF Healthcare International Account Manager is responsible for driving business growth by managing relationships between UPS, Healthcare/GFF, and existing customers. He/She uses a consultative sales approach to recommend the implementation of international solutions within assigned book of business. This position manages sales activity across UPS's Global Freight Forwarding Healthcare portfolio of products and services.

Responsibilities and Duties

• Executes the business plan through the identification and development of sales opportunities to ensure business plan objectives are achieved
• Collaborates with cross-functional groups to understand internal/external customer requirements, promote service offerings, and provide sales support globally
• Develops internal cross-functional relationships (e.g., Directors, Pricing, Operations, Network Planning, Billing, Finance and Accounting, etc.) to encourage a collaborative systematic approach to identify and resolve service gaps
• Utilizes UPS Drive extensively to record pipeline activities, strategies, customer events and customer growth roadmaps.  Actively manages a funded Pipeline in UPS DRIVE
• Reviews Einstein reports in UPS DRIVE to determine effectiveness of the territory in terms of volume, revenue, net revenue per piece, move to cultivate and pull through
• Applies a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals
• Demonstrates an understanding of the global supply chain processes within customers' organizations or industries and uses this knowledge to develop account strategies that address customer issues/opportunities and create value for the customer
• Shares competitive information internally (e.g., UPS counterparts, group sales meetings, etc.) to increase knowledge of the competitive landscape
• Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects and customers (e.g., service and product comparisons, creating customer solutions, etc.)

Knowledge and Skills

• Demonstrates expert knowledge of UPS Global Freight Forwarding Healthcare service offerings and customer facing technology offerings; 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 
• Proficiency with UPS DRIVE and a strong understanding of Einstein analytics
• Demonstrated ability to position international sales and solutions products and services.
• Demonstrated proficiency with international customers with greater than one million dollars worth of export and import revenue
• General knowledge of global trade affairs, industry and financial trends and considers these when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions
• Understands UPS Brokerage and the processes to clear packages through customs
• Understands the UPS global network and international operations
• 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
• 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
• Accurately reads and interprets financial reports and statements; demonstrates an understanding of relevant financial measures, reven