Key Skill Sets/Competencies
1. Professional Selling Skills/Consultative Selling techniques
2. Customer Satisfaction and Objection Handling Skills for maintenance and
sustainability.
3. Strategic Thinking
4. Build Relationships
5. Communicate with Impact
6. Demonstrate Adaptability
7. Use Ethical Practices
8. Communication and Presentation Skills.
9. Focus on Sale - Networks, and uses Experts/ Tools /Systems to help in leveraging customer relationship, network and have a variety in new accounts
10. High Energy levels and Drive – Activities planned for productive results towards sales funnel and calls, ability to stretch work hours and on opportunities and still
remain enthusiastic.
11. Ownership and Constant Initiatives in adversity,- Uses Planning activities to achieve this, Priorities on recovering from lows or prioritizes on wins
Task and Activities of a (Account Executive) will include
Pre Selling
1. Travels to customer sites for face-to-face meetings to gather information about
their businesses and identify opportunities for solutions..
2.Performs pre-call analysis (e.g., researches account history, shipping details,
complaints, etc.) to prepare for sales calls.
3 Researches resources (e.g., current customers, periodicals, competitors, etc.) to
identify sales opportunities and obtain contact information.
Selling
4.Responds to internal sales leads from various sources (e.g., Sales Lead Incentive
Management system, operations, Package Operations staff, etc.) to identify sales
opportunities and create a sales strategy.
.
5 Assesses previous sales calls to determine action plans for subsequent visits.
6.Maintains and monitors records of customer information and account
performance to track sales performance to objectives.
7. Reviews various Business Information and Analysis reporting tools to assess
account performance and generate reports for management.
8.Presents solutions to customers to gain approval of proposals and move forward
with the sales cycle.
9. Executes on previously signed contracts (e.g., UPS Freight/ UPS Express) to
introduce new products and services to customers and expand business within
customer accounts.
10 Submits customer pricing requests to Pricing Analysts to generate new or revised
price quotes.
Follows-up with customers to ensure customer trades to potential /commitment.
Qualification and Experience.
Minimum 3 continuous years with the same employer in Corporate Sales in an
Indian or Multinational Company /Conglomerate. Selling experience of Sea and Air
Freight will be an advantage.
Experience of delivering aggressive sales targets of minimum 3 times of CTC.
Education Qualifications –
Minimum - Graduates from approved Government Universities, with excellent
communication skills in spoken English, Fluency in the local state language is an
added advantage.
MBA’s and those majored / having an additional diploma in Sales and
Marketing preferable
