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Job Description:
Job Summary
UPS Capital (UPSC) is the financial services branch of the company, established to meet the financial needs of businesses while accelerating money and goods through their supply chains. By combining financial services with all other UPS capabilities, UPS Capital creates a key link in the UPS global commerce synchronization strategy.
The UPS Capital Business Development Representative research opportunities through lead database and data mining of UPS and other accounts to identify leads. He/She expands advanced BD opportunities by identifying customer needs, developing financial solutions for customers, obtaining customer commitment, and successfully implementing financial solutions. This position monitors and maintains account relationships to ensure seamless integration of new business and continued customer satisfaction.
Job Type: Full-Time / Permanent
Workdays: Monday to Friday (must be able to work ALL 5 days of the week)
Shift Hours: 8:30 am to 5:00 pm (must be able to work a minimum of 40 hrs. per week).
Shift Duration: 8 hours a day (requires flexibility with Start and Finish time).
Work Location: 1022 Champlain Avenue, Burlington, ON L7L 0C2
Hybrid Field Sales Role (1x per week in office required - Burlington, ON)
Compensation: $90,000 - 94,000 per year.
RESPONSIBILITIES AND DUTIES
The UPS Capital Business Development Representative interacts with various sales resources (e.g., UPS, Supply Chain Solutions (SCS), external contact, etc.) to uncover new sales prospects and further connect with prospects to initiate supply chain risk conversation to position appropriate insurance solution.
He/She conducts prospecting meetings to qualify potential customers (e.g., identifies key decision-makers, assesses current supplier situation, analyzes financial status, etc.)
This position conducts sales calls (e.g., face to face and phone) to C-level contacts to obtain customer commitment to use UPSC services.
Conducts sales presentations to communicate the benefits of doing business with UPSC
Develops customer implementation timeline and action steps to ensure smooth implementation of UPSC products into the customer supply chain, including risk mitigation strategies with the customer and/or working with internal operational and security personnel
Assesses customer’s needs, customer care requirements, and overall position in the buying cycle to determine sales opportunities
KNOWLEDGE AND SKILLS
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
Conducts Competitive Analysis: Demonstrates a basic understanding of competitor’s tactics, product/service offerings, and strategies; translates competitor performance and actions into implications for UPS
Conducts Customer Analysis: Demonstrates some advanced knowledge of how to conduct customer analysis using common sources of information to identify customer facts and trends; collects standard research data about current and prospective customers with some guidance; identifies and develops lists of prospective customers; assists with identifying instances where customer needs or expectations are not being met; drafts promotions of products, services, and features based upon research with oversight from others
Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
Solicits and Gathers Information: Demonstrates a general knowledge of techniques for soliciting and gathering information
Solves Customer Problems: Recognizes when customers are having issues; identifies resolution to basic customer issues and recommends solutions.
BASIC QUALIFICATIONS
3–7 years of previous sales experience — required
Bachelor's degree in Business, Marketing, Risk, or Finance — preferred
Experience in the insurance or logistics industry — preferred
Valid driver’s license — required
Some travel required within Canada and the U.S.
Strong computer skills, including proficiency in Microsoft Excel
Candidates must either hold or be able to obtain their Level 1 RIBO (Ontario Insurance) license within 90 days of their start date (applies to both internal and external candidates)
Existing RIBO, OTL, or LLQP license is considered an asset
Bilingualism is an asset — French, Mandarin, Hindi, and Urdu preferred but not mandatory
ADDITIONAL INFORMATION
Applications must include an updated resume.
UPS is a diverse and equal opportunity employer. Accommodations are available, on request, for candidates with disabilities taking part in the recruitment process. If you are selected to participate in the recruitment process, please advise if you require accommodation for a disability.
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