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Job Description:

Job Summary

The Solutions Development Manager provides value to Enterprise account customers to gain, retain, and grow UPS’s business across functions (e.g., Supply Chain Solutions, Freight, Package, International, UPS Capital, Mail Innovations, etc.) by demonstrating solutions to support improving the customers’ bottom line. He/She supports account owners in developing strategies to leverage technology, engineering and sustainability solutions that align with customers’ objectives and identifying new revenue generating opportunities.

Job Duties
(1)Identifies Customers’ Objectives and Business Needs

▪Interfaces with customers to identify needs (e.g., determine technology capabilities, increase efficiency, etc.), to determine long term goals and strategies, to provide value-added solutions, to ensure customer retention, and to strengthen relationships.

▪Interfaces with external stakeholders (e.g., Chief Operating Officer, Finance, Sales and Marketing, Customer Service, Operations, Warehouse, Shipping and Receiving, etc.) to observe processes and to determine opportunities for improvement.

▪Interfaces with stakeholders to determine customers’ goals, objectives, and business challenges, to evaluate needs, to ensure accurate capture of key business issues, and to formulate solutions in assisting the customer in leveraging UPS’s opportunities.

▪Conducts research (e.g., customers’ goals, earning reports, etc.) to determine the compatibility of UPS’s solutions with customers’ needs and to gain an understanding of the business model, market conditions, and competitors.

▪Interfaces with BD to discuss pricing, capabilities, solutions, and recommendations.

(2)Formulates Enterprise Account Strategies
▪Collaborates with Sales team (e.g., EAMs, Director of Sales, etc.) to align sales efforts and to determine targeted accounts and the most effective sales approach.

▪Meets with the Sales team to prioritize accounts, to determine involvement, and to schedule customer visits.

▪Collaborates with the Solutions, Design, and Implementation (SOLDI) group to engage appropriate internal resources and to determine costs and manpower for integrating proposed solutions.

▪Facilitates and participates in strategy sessions with the Sales team to communicate customers’ needs, to provide recommendations, and to gain consensus on resources, solutions, and the most effective sales approach.

▪Completes necessary documentation (e.g., Memo of Understanding, Resource Engagement Document, Master Consulting Agreement, Work Orders, etc.) to communicate customers’ needs and to gain approval for subsidizing costs of solutions.

(3)Formulates Solutions and Develops Proposals
▪Collaborates with the Sales team to evaluate and determine costs of solutions, formulate account strategies for leveraging solutions, and gain agreement on established value propositions.

▪Prepares customer proposals and presentations to demonstrate the value added of UPS's solutions and grow the business.

▪Delivers customer proposals and presentations to propose new ideas, methods, and technology for streamlining processes and to obtain customers' commitment.

▪Interfaces with customers to ensure they are aligned with the value proposition offered by UPS and to gain agreement.

▪Manages and coordinates resources and activities to ensure smooth implementation of customer solutions.

(4)Manages Projects
▪Manages project lifecycles, including project scope, resources, schedule, initiation, start-up/design, building, and deployment to see projects from beginning-to-end.

▪Forwards project documents to stakeholders to obtain sign-off, agreement on project cost, and needed resources.

▪Develops project plans (i.e., detailed plan, milestones, and work breakdown structures) and assigns tasks to resources to ensure that the project will be completed on time and according to specifications.

▪Ensures affected functions or groups are identified and works with them to negotiate process changes, ownership of processes, and to manage project impact.

▪Designs and implements communication plans to ensure those affected by projects are informed and updated.

▪Follows up with assigned resources formally (e.g., status meetings, etc.) and informally to continuously manage the productivity of the team, project timelines, and deliverables.

▪Balances multiple projects and deployment schedules to meet stakeholder goals and expectations.

(5)Identifies and Analyzes Solution Sales Opportunities
▪Reviews and assesses account opportunities from within their assigned EAMs’ book of business to identify opportunities for Customer Solution's resource engagement and to support the BD sales resources.

▪Conducts internal research (e.g., pre-call, etc.) to identify accounts for opportunities.

▪Reviews target accounts with sales resources to engage and sell solutions and to win and retain business.

▪Reviews sales opportunities to identify resources and barriers and to expedite solutions' implementation.

▪Reviews and assesses the target accounts' list to evaluate account progress, to identify sales opportunities, and to increase revenue.

(6)Generates Large Scale Revenue Opportunities
▪Monitors the revenue business plan to ensure performance metrics (e.g., quality, cost, effectiveness, etc.) are met and the return-on-investment is achieved.

▪Evaluates non-traditional UPS solution opportunities (e.g., technology systems, etc.) to create alternative revenue streams.

▪Works with enterprise accounts and UPS subsidiaries (e.g., Small Package, Supply Chain Solutions, etc.) to customize customer solutions and maximize UPS revenues.

Key Responsibilities
▪Conducts product, service, and solutions trainings.
▪Prepares and presents project reports and assists with budget validation and post-project user audits.
▪Generates revenue through consultative sales activities.
▪Builds productive internal and external business partnerships.
▪Participates in pre- and post-customer meetings to determine strengths and weaknesses of sales approach/solutions and monitors customer needs through account strategy sessions.
▪Reviews account information to identify opportunities, provides guidance to sales management on positioning and selling solutions, and participates in strategy meetings.

Job Requirements

• Possess a Degree in Logistics, Supply Chain, Engineering, or Business-related discipline.
• Minimum 5 years of relevant experience in Logistics industry performing in a similar capacity.
• Fluent communication in English (spoken and written).
• Willing to travel for external meetings both domestic and overseas.
• Excellent interpersonal, negotiation, and communications skills.
• Prior experience in project management and working alongside both internal and external stakeholders.
• Analytical thinker with strong business acumen & consulting skills.

Employee Type:
 

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