Solutions Engagement Manager (Based in Shah Alam Penang)

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Job Description:

Job Summary

The Solutions Development Manager provides value to Enterprise account customers to gain retain and grow UPSs 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 UPSs opportunities.

Conducts research (e.g. customers goals earning reports etc.) to determine the compatibility of UPSs 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 UPSs 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 Solutions 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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