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Job Description:
The Lead Area Sales Manager is responsible for managing the performance of Strategic Account Managers within the Mail Innovations portfolio to drive strategic revenue growth, retention, and portfolio expansion across key customer segments. He/She provides performance management, strategic guidance, and executive-level support to AEs to strengthen long-term customer relationships, improve account health, and advance commercial outcomes. This role serves as a liaison between MI Sales Leadership, Operations, and internal cross-functional teams to ensure alignment on customer strategy, implementation, and issue resolution. The Lead Area Sales Manager ensures consistent execution of the Mail Innovations commercial strategy and drives operational collaboration to support growth and customer satisfaction.
Responsibilities and Duties
Leads and coaches Strategic Account Managers on account planning, portfolio strategy, and revenue growth tactics across the Mail Innovations customer base
Conducts executive-level customer engagements with Strategic Account Managers to reinforce value positioning, strengthen senior stakeholder relationships, and protect long-term revenue streams
Drives adoption of strategic business plans to support retention, account penetration, and profitable portfolio expansion
Partners with MI Operations and cross-functional stakeholders to ensure seamless implementation, service performance, and customer issue resolution
Provides performance feedback and career development support to Strategic Account Managers to ensure readiness, accountability, and ongoing capability growth
Reviews portfolio performance reporting and sales metrics to identify trends and develop targeted action plans for improvement
Oversees account escalations and aligns internal resources to protect customer experience and contractual obligations
Facilitates sales meetings and business reviews to provide visibility into portfolio performance, strategic initiatives, and customer opportunities
Collaborates with MI Sales Leadership to prioritize pipeline strategy, operating plans, and customer retention initiatives
Ensures consistent application of commercial standards, pricing strategy, program governance, and MI go-to-market processes
Generates regular progress and status updates to MI Sales Leadership
Audits and approves expense reports of direct reports
Knowledge and Skills
Applies Service, Product, and Customer Technology Knowledge: Demonstrates deep familiarity with Mail Innovations services, postal ecosystem considerations, and supporting technology; articulates MI value proposition within customer workflows
Business, Financial, and Industry Knowledge: Understands cost-to-serve, rate governance, and commercial impacts across the MI portfolio; applies industry trends to portfolio strategy
Coaches Sales Team Members: Develops Strategic Account Managers on strategic selling, account planning, commercial storytelling, and executive relationship management
Conducts Competitive Analysis: Interprets competitive offerings across hybrid postal logistics, digital mail, and alternative delivery channels; uses insights to shape retention strategy
Conducts Customer Analysis: Leverages account performance, volume trends, and operational data to anticipate risk and identify opportunity
Creates Account Strategies: Guides Strategic Account Managers in building multi-year customer development plans aligned to portfolio health and growth objectives
Negotiation: Supports Strategic Account Managers in contract discussions and renewal positioning related to pricing, volume, and service commitments
Solves Customer Problems: Identifies root causes behind customer escalations and drives resolution through operations alignment and internal advocacy
Strategic Customer Partnerships: Builds credibility with executive stakeholders and enables AEs to deepen strategic account relationships
Supply Chain / Mail Operations Knowledge: Maintains working knowledge of MI operational models, postal dependencies, and network performance metrics
Basic Qualifications
Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer
Employer will not sponsor a visa for this or future positions
Must be currently located in the same geographic location as the job or willing to relocate yourself
Must have a Bachelor's Degree (or internationally comparable degree) or be a current UPS employee with three years of UPS experience
Must have previous sales experience
Other Criteria
Employer will not sponsor visas for position
Internal Applicants: The last day to apply to this role will be 10/30/2025 at 11:59 PM EST.
This role is an 06C/06D
The salary range for this position is $94,020/year to $151,620.00/year. Actual compensation is based on various factors such as location, job-related knowledge, skills, education/training, and work experience. This position is eligible for our sales incentive plan and offers the annual management incentive plan, subject to applicable eligibility requirements. Incentives are not guaranteed and are dependent upon individual and/or company performance. Our company offers the following benefits for this position, subject to applicable eligibility requirements. Medical/prescription drug coverage, Dental & Vision Benefits, Flexible Spending Account, Health Savings Account, Dependent Care Flexible Spending Account, Basic and Supplemental Life Insurance & Accidental Death and Dismemberment, Disability Income Protection Plan, Employee Assistance Program, Educational Assistance Program, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick/Family and Medical Leave time as required by law, Discounted Employee Stock Purchase Program.
Employee Type:
Permanent
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
Employer will sponsor visas for specific positions. UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.
