职位描述
职位描述：
JOB DESCRIPTION:
The Business Development (BD) Officer conducts BD activities in designated markets to achieve profitable growth and meet the revenue and income objectives of UPS Capital (UPSC). He/She expands BD opportunities by identifying customer needs, developing risk mitigation and financial solutions for customers, obtaining customer commitment, and successfully implementing UPSC/UPS solutions. This position monitors and maintains account relationships to ensure integration of new business and continued customer satisfaction.
The Business Development Officer researches opportunities through lead database and data mining of UPS and other accounts to identify leads. He/She conducts sales visits to prospective customers to present UPSC value proposition as it relates to their company and needs. This position participates in continuing education and training to maintain skills and certifications. The BD Officer participates in information sharing within UPS and UPSC Sales groups to achieve results and improve sales strategies.
Other Duties
？ Builds partnerships with various sales resources (e.g., UPS, Supply Chain Solutions, UPS Freight, external customers, etc.) to improve network for providing sales leads
？ Attends strategy sessions to find UPSC opportunities in UPS target accounts
？ Calls on prospects (i.e., conference calls, phone calls, and in person visits) to qualify prospects for fit with UPSC solutions and to schedule appointments
？ Researches potential customer information (e.g., financial status, products sold, markets, etc.) to ensure viable prospect and to support credit application.
？ Conducts cold calls to schedule meetings to sell UPSC services.
？ Conducts sales visits to prospective customers to present UPSC value proposition as it relates to their company and needs.
？ Conducts due diligence (e.g., inventory audit, financial analysis, etc.) to verify the financial status of the company complies with UPSC business requirements (e.g., risk, profitability, etc.).
？ Participates in management conference calls to review contract terms and obtain approvals for term sheet documentation.
Preferred Competencies
？ Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with the core service offerings across business units and deep familiarity with product, service, and customer facing technology offerings of at least one business unit; 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.
？ Assesses Business Needs: Identifies current and future needs of the customer or business; understands how business needs dictate the project’s requirements, project direction, business objectives, and resource allocation; makes recommendations on the solutions-design phase of the project.
？ Business, Financial, and Industry Knowledge: Considers industry and financial trends when making account decisions; understands critical aspects of business models and operating structures to provide input into decisions.
？ Coaches Sales Team Members: Identifies team member’s strengths and development needs; coaches team members on planning for sales calls; recommends additional resources and training to support team member development.
？ Creates Account Strategies: Understands customer’s general business needs and knows the account status; may provide information about accounts for use in planning account strategy.
？ Strategic Customer Partnerships: Establishes and maintains entry level contacts in customer organizations; builds relationships to further understand customers’ business and objectives.
