Job Details

FUNCTIONAL PURPOSE:

Manages, grows, and retains revenue among assigned portfolio of large, complex Field Sales accounts within set geographic territory. Executes comprehensive end-to-end account management and sales for assigned accounts and new customers within target revenue segment to achieve sales goals by conducting in-person visits to new and existing customers to manage portfolio and close sales.

DUTIES AND RESPONSIBILITIES:

1. Manages portfolio of accounts within assigned territory and target revenue segment, focusing on large, complex accounts with added business requirements, to include multiple facilities, multiple decision-makers, use of complex shipping and mailing products such as Priority Mail Open and Distribute or multi-month mail campaigns.

1. Executes end-to-end sales process for accounts in target revenue segment; provides feedback to management to improve processes and identify new or emerging business trends. Identifies and executes against cross-selling opportunities (e.g., mail marketing, different types of package products and services) to increase USPS revenue and realize sales targets.

1. Collaborates cross-functionally with key stakeholders accountable for customer onboarding and integration, customer care and support, and operational execution to address customer needs involving onboarding/integration, transportation, equipment or unique processing requirements. As needed, builds direct relationship with operations function to ensure customer needs are met. 4. Manages interface and integration process for contract negotiations (e.g., Negotiated Sales Agreements [NSA] contracts) and pricing agreements; partners with team accountable for executing customer contracts and pricing agreements to support contract renewal process as needed. Conducts formal and informal customer calls. Prepares for sales calls / customer visits by conducting research and creating new or tailoring generic sales materials.

1. Develops multi-level executive customer relationships with key decision makers (i.e., "c" level or strategic level executives) to drive both revenue retention and growth initiatives to achieve assigned sales and revenue retention targets. Conducts negotiations at customer's place of business. As needed, consults with District Sales Manager for guidance to further develop these relationships.

1. Utilizes customer intelligence and market/industry research to assess revenue potential and develop a pipeline of potential new, complex customers. Generates and prequalifies sales leads and prospects through activities such as cold calling, networking, research, referrals, distributing product information, writing proposals, and visiting current and potential customers. Receives and follows up on sales leads from various lead sources.

1. Maintains, tracks, and reports on customer information, account management/sales activities, and projected revenue using a customer relationship management system to enhance USPS visibility to the end customer and their needs and to promote accurate revenue and sales reporting.

1. Develops and maintains sales skills and knowledge of USPS products and services through ongoing personal development activities such as training, research, and special assignments (e.g., details to Strike Team).

REQUIREMENTS:

1. Possession of or ability to obtain a valid state driver's license to operate a motor vehicle.

1. Ability to manage sales through the entire sales cycle from lead generation to closed sales.

1. SPECIAL CONDITION: Willingness to travel frequently within assigned territory as necessary to close sales.

1. Ability to understand business strategies, conditions, and concerns of existing and potential customers and translate those strategies and concerns into revenue retention and sales opportunities for solutions.

1. Ability to establish and maintain multiple customer relationships at once to build trust and understand customer needs.

1. Ability to convene appropriate cross-functional teams to develop and implement solutions based on documented customer needs.

1. Ability to communicate orally and in writing at a level sufficient to develop effective working relationships with existing and potential business customers, interact with other related stakeholders including third-party vendors, and present to sales management as needed.