Territory Sales Manager

Position Summary

The Account Executive (Business Development Manager) is responsible for acquiring new business, expanding existing customer relationships, and driving profitable growth within the Small, Medium, and Large Business segments. The role focuses on developing long-term customer partnerships, securing contractual business, and promoting the complete UPS portfolio of logistics and supply chain solutions.

We are specifically seeking high-performing sales professionals from leading logistics, freight forwarding, express, and supply chain organizations with a proven track record in new customer acquisition and revenue growth.

Key Responsibilities

Business Development & Sales Growth

• Drive new customer acquisition across SMB, Mid-Market, and National Accounts.
• Generate profitable revenue growth through Freight Forwarding, International Express, Contract Logistics, and Supply Chain Solutions.
• Build a strong sales pipeline and consistently achieve monthly, quarterly, and annual sales targets.
• Identify, qualify, and convert new business opportunities within assigned territories.
• Develop long-term business relationships through strategic account planning and consultative selling.
• Secure long-term contracts, RFQs, and rate agreements with customers.
• Conduct customer mapping and supply chain analysis to identify growth opportunities.
• Promote the complete UPS service portfolio to maximize wallet share and customer penetration.

Customer Relationship Management

• Build and maintain relationships with key decision-makers and stakeholders.
• Understand customer supply chain requirements and develop customized logistics solutions.
• Conduct regular customer meetings, presentations, and business reviews.
• Develop retention strategies to protect existing revenue and enhance customer loyalty.
• Resolve customer objections and negotiate contract agreements effectively.

Commercial & Pricing Management

• Collaborate with Pricing, Procurement, Operations, and Network teams to develop competitive customer solutions.
• Manage pricing strategies to maximize revenue, profitability, and margin growth.
• Analyze customer profitability and recommend corrective actions where required.
• Drive revenue retention and minimize customer attrition.

Sales Planning & Reporting

• Maintain accurate sales pipeline, opportunity tracking, and customer records in CRM systems.
• Consistently update sales activities, forecasts, and customer information.
• Submit regular sales reports and territory updates to management.
• Monitor market trends, competitor activities, and emerging business opportunities.

Post-Sales Account Management

• Support successful implementation of new customer accounts.
• Coordinate account onboarding, SOP/MOP creation, and customer transition processes.
• Conduct periodic service reviews and ensure customer commitments are met.
• Work closely with Operations, Finance, Customer Service, and Credit Control teams.
• Identify upselling and cross-selling opportunities within existing accounts.

Required Skills & Competencies

• Strong B2B Sales and Business Development expertise.
• Proven hunter mentality with exceptional new customer acquisition skills.
• Consultative and solution-selling experience within logistics and supply chain services.
• Strong negotiation, objection handling, and closing skills.
• Commercial acumen and profitability management experience.
• Excellent presentation, communication, and relationship-building skills.
• Strategic account management capabilities.
• Self-driven, target-oriented, and highly accountable.
• Strong networking and stakeholder management skills.
• Proficiency in CRM platforms, Sales Navigator, and digital sales tools.
• Ability to work cross-functionally with internal and external stakeholders.

Education & Experience

Educational Qualification

• Graduate from a recognized university (mandatory).
• MBA or Post Graduate Diploma in Sales & Marketing preferred.
• Excellent verbal and written communication skills in English.
• Knowledge of regional/local language will be an added advantage.

Experience

• 3 to 8 years of business development or sales experience.
• Minimum 3 years of sales experience in Freight Forwarding, Logistics, International Express, Transportation, or Supply Chain Solutions.
• Proven record of achieving sales targets and acquiring new business.
• Experience managing RFQs, tenders, contract negotiations, and enterprise customer relationships.
• Exposure to Air Freight, Ocean Freight, Customs Brokerage, Contract Logistics, or Integrated Supply Chain Solutions preferred.

Success Metrics

• New Customer Acquisition
• Revenue Growth
• Gross Profit Growth
• Volume Growth
• Pipeline Conversion Rate
• Contract Wins & RFQ Conversions
• Customer Retention
• Cross-sell & Upsell Revenue
• CRM Compliance & Sales Activity Management

Ideal Candidate Profile: A proven logistics sales professional from a competitor organization with strong industry relationships, a successful hunting track record, and expertise in selling freight forwarding and supply chain solutions to enterprise customers.