International Account Manager

Posted on: 2007-07-11

Marcia Turner Restrepo 1701 Pineberry Ct. Saint Louis Mo, 314.872.3551 Work History: UPS International Account Manager, November 2004- Current • Provide product expertise and support for the sales force to accelerate growth of targeted international opportunities in the small package division.. • Understand customer's international business model and how supply chain solutions may improve the value of their supply chains • Identify, develop, and implement international solutions that impact the customer's supply chain utilizing the following offering: Integrated International Air and Ocean Freight services (Inbound / Outbound), Position International Brokerage Service, Strategically position Trade Direct Services where appropriate, Integrate technology solutions in the sales process • Manage the sales process across multiple business units • Develop multi-level customer relationships • Develop comprehensive pricing strategies that incorporate UPS' broad range of solutions • Effectively negotiate complex pricing structure • Engage international freight partners (SCS) in overall international account strategy when necessary • Understand competitor strategies, capabilities, and pricing patterns in order to position UPS products more advantageously • Train, educate, and mentor the Sales force to improve the international business acumen • Develop key relationships with UPS PSI, UPS Capital Corp, and UPS SCS to enhance profitability and market share. • Responsible for the State of Missouri international business plan UPS Account Executive March 2001-November 2004 • Develop account sales strategies that incorporate both outbound and inbound small package opportunities. • Identify subsidiary opportunities including but not limited to International and Domestic freight products. • Selling International / Domestic freight opportunities. • Cultivate multi-level customer relationships to uncover specific needs of key decision-makers up to Owners, CEO, CFO and General Managers etc. • Determine customer needs for a broader portfolio of services and coordinate internal specialist and subsidiaries. • Understand customer internal business processes and provide recommendations for improvement. • Understand competitor strategies, capabilities, and pricing patterns in order to position UPS products advantageously. • Develop pricing strategies and utilize negotiation skills to competitively position UPS. • Coordinate contract implementations • Manage customer contractual commitments to ensure compliance UPS Sales Representative August 2000 – March 2001 • Target new small business customers to convert business to UPS through cold calls and sales leads • Make presentations to sell UPS product portfolio to small to medium sized businesses • Manage customer contractual commitments to ensure compliance Radisson Hotel & Suites Sales Manager February 2000-August 2000 • Solicit and generate new business through cold calls and out side sources • Negotiate the sale of hotel accommodations • Represent and sell the hotel through trade shows and travel agent presentations • Help to build and maintain an international clientele. • Negotiate domestic and International contracts. Bon Appetite Catering Food & Beverage Manager, October 1999-Feburary 2000 • Coordinate schedules for three food service units • Interview, hire and supervise all staff members • Estimate production cost, food cost and labor cost per week • Balance cashier banks. Supervise the fulfillment of all required tasks • Coordinate events with student groups on campus. Radisson Hotel Clayton Catering Sales Manager, November 1998-October 1999 • Negotiate the sale of catering functions • Coordinate preparation of estimates with other food and beverage departments. • Facilitate execution of functions by providing other departments with specifications to banquet setup, banquet service, and the banquet kitchen. • Contact potential business in the local banquet market through appointments and cold calling Hampton Inn Sales Assistant, May 1998-November 1998 • Negotiate the sale of meeting space and sleeping rooms to inquiring groups. • Host and prepare welcome receptions for all incoming groups. • Implement employee incentive programs. • Plan Company Christmas Party. Education: Master of Arts International Relations Webster University May 2001 Bachelor of Science Hospitality/Travel Tourism Central Missouri State University May 1998 Minor in Marketing Central Missouri State University May 1998 Training: Ecommerce University, SPIN Selling, Situational Sales Training, Intermediate Sales Training, Making Major Sales School, Proficient in Windows XP and Microsoft Office applications, Continuing education course in Power Point presentations 2001. ServSafe Certification January 2000. Additional Information: • Active member of UPS community Involvement Committee • Active member in World Trade Center Saint Louis • Attended Webster University in Leiden, The Netherlands • Attended University in Groningen, The Netherlands • Lived in the Netherlands for six years • Lived in Germany for seven years • Lived in Japan for three years • Volunteered tutoring International students in English from January 1997- June 2000