UPS Capital - Sr.Business Development Officer

Job Summary

The Senior Business Development (BD) Officer conducts high level BD activities in designated markets to achieve profitable growth and meet the revenue and income objectives of UPS Capital (UPSC). This position expands advanced BD opportunities by identifying customer needs, developing financial and risk mitigation solutions for customers, obtaining customer commitment, and successfully implementing financial solutions. The Senior BD Officer monitors and maintains account relationships to ensure seamless integration of new business and continued customer satisfaction.

To fulfill the position's responsibilities, the Senior BD Officer conducts sales calls with C-level executives and uses the UPS value proposition and enterprise-wide sales approach to communicate benefits and promote integrated services (finance, package, logistics). The Senior BD Officer creates custom solutions that meet the customer's needs and obtains customer purchase commitments. Pre-sale duties include identifying and evaluating new sales leads and prospects, conducting prospecting meetings, identifying key decision-makers and qualifying potential customers to ensure they meet financial requirements. Post-sale duties include developing a timeline and action steps to ensure timely and smooth implementation, and addressing customer concerns.

Other Duties

• Develop and present strategic initiatives to support business objectives
• Review account strategy and assist in developing strategic call plans
• Gather competitive intelligence
• Conduct internal sales team training on UPS Capital products and services
• Provide training to field personnel on products and portfolio development
• Organize and track sales data
• Prepare sales documents and provide sales activity reports to marketing and sales departments

Preferred Competencies

• Advocates and sells Ideas to Stakeholders by using facts and logic to create compelling interest in ideas, persuade internal stakeholders to support ideas or take action, and secure sale, commitment or approval
• Applies business knowledge of how key factors, such as industry trends, global business perspectives, and organizational structures and functions, impact business strategies and customer organizations
• Applies financial expertise by analyzing and evaluating financial data, patterns and trends to determine the financial impact of a decision on the customer and the company.
• Applies knowledge of customer business models and operating structures and offers sales solutions that support the customer's strategic business objectives
• Applies knowledge of the features and business applications of services, products and customer-facing technology offerings and solutions
• Assesses, identifies, measures and monitors customer or business needs in order to make decisions and take appropriate actions
• Coaches, directs and mentors sales team members to develop their sales skills and strategies
• Conducts customer analysis to identify customer needs, determine the impact of products/services on customers, and identify which products, services and features to promote to current/ potential customers
• Creates and develops strategies and plans for effectively managing accounts