Job Description:
You will help drive UPS growth by bringing strong business development skills and deep industry knowledge to large, complex customer opportunities.
This role goes beyond delivering against a sales target. You will also act as an industry expert and force multiplier for the broader sales team. You will help frontline sellers identify and qualify opportunities, use your industry relationships to open doors, bring market insight back into UPS, and help shape industry-specific sales strategy and training.
This requisition supports three Senior Director, Business Development opportunities, each focused on a distinct industry segment:
- Automotive OEM – You will focus on major automotive manufacturers and work across procurement, supply chain, manufacturing, operations, and executive teams.
- Automotive Tier 1–3 Suppliers – You will focus on the automotive supplier network and help solve supply chain and logistics challenges across Tier 1, Tier 2, and Tier 3 suppliers.
- Industrial Infrastructure & Energy – You will focus on customers with complex, capital-intensive operations where long lead times, project delays, service-parts availability, supply chain visibility, and equipment downtime can create major business issues.
You do not need to match all three areas. We will consider you for the opportunity that best fits your experience, industry knowledge, relationships, and transferable skills.
What You’ll Do
Help customers solve complex problems
- You will lead strategic conversations with senior and executive customer leaders.
- You will turn customer challenges into clear business and supply chain solutions.
- You will build compelling business cases that quantify customer value and support executive decision-making.
Serve as an industry expert
- You will help frontline sellers identify, qualify, and advance opportunities.
- You will use your industry knowledge and relationships to help open doors and strengthen customer conversations.
- You will represent UPS at industry events, conferences, and other forums.
- You will bring market insights back into UPS to help improve sales strategy, training, and go-to-market plans.
Build and grow strategic accounts
- You will develop plans to win new business and grow existing customer relationships.
- You will identify key decision-makers, customer priorities, competitive risks, and barriers to winning.
- You will manage large, complex opportunities through the full sales cycle.
Lead complex deals
- You will lead negotiations on large, multi-stakeholder opportunities.
- You will work across procurement, sourcing, operations, and executive teams.
- You will move opportunities through qualification through solution development, proposal, negotiation, award, and implementation.
Work across UPS
- You will partner with teams across solutions, operations, finance, legal, technology, marketing, implementation, and customer support.
- You will help keep internal teams aligned on customer commitments, pricing, implementation needs, and account strategy.
- You may work across regions on global customer opportunities.
What You’ll Bring
- You have a strong track record in B2B sales, business development, strategic partnerships, solutions, or a related commercial role.
- You have 10+ years of progressive experience in enterprise sales, business development, account development, or related work.
- You understand supply chain, logistics, transportation, manufacturing, or similar operational environments.
- You have experience navigating large, complex customer organizations.
- You can clearly articulate value, build compelling business cases, negotiate effectively, and influence senior leaders.
- You work effectively across teams and influence without direct authority.
- You thrive in a large, global, matrixed organization.
- You are willing to travel based on customer and business needs.
- A bachelor’s degree in business, marketing, supply chain, engineering, or a related field is preferred.
Additional Information
- Position location: U.S.-based, with geographic flexibility. Qualified candidates may reside anywhere within the domestic United States, and relocation is not required.
Pay Range:
Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from $118,440/year to $236,220/year. Pay is based on several factors including but not limited to, market location and may vary depending on job-related knowledge, skills, and education/training and a candidate’s work experience. Hired applicants are offered annual short-term and/or long-term incentive compensation programs, subject to applicable eligibility requirements. Payments under these annual programs are not guaranteed and are dependent upon a variety of factors including, but not limited to, individual performance, business unit performance, and/or the company’s performance. The company offers the following benefits for this position, subject to applicable eligibility requirements. Medical/prescription drug coverage, Dental coverage, Vision coverage, 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, 401(k) retirement program, Vacation, Paid Holidays and Personal time, Paid Sick and Family and Medical Leave time as required by law, and Discounted Employee Stock Purchase Program.
Employee Type:
Permanent
