[Hiring] UPS Capital Business Development Officer @UPS

Role Description

The Business Development Officer (BDO) is a consultative, new‑business sales role focused on acquiring new customers and driving revenue growth through UPS Capital’s risk management and financial protection solutions. This role owns the full sales cycle, from outbound prospecting and discovery through solution design and close, and partners closely with UPS sales teams and internal stakeholders to deliver measurable customer value.

Successful candidates are curious, data‑driven sellers who thrive in a hunter environment, can translate complex solutions into clear business outcomes, and are motivated to help customers protect their businesses while enabling growth.

This is a remote role that requires the candidate to be located in market in either Indiana or Missouri. Applicants outside of the listed states will not be considered at this time.

Responsibilities

• Achieve assigned revenue and growth targets by prospecting, developing, and closing new customers.
• Proactively identify, qualify, and pursue new business opportunities through outbound prospecting, referrals, and partnerships across the UPS ecosystem.
• Conduct discovery‑based, consultative sales conversations to understand customer risk, business and shipping challenges.
• Position and sell solutions that solve customer problems and deliver measurable value.
• Own the full sales cycle, from initial outreach through close, including pipeline management, forecasting, and deal progression.
• Collaborate with UPS sales partners and internal stakeholders to expand wallet share and accelerate new customer acquisition.
• Deliver a high‑quality customer experience through clear, professional verbal and written communication.
• Address and escalate customer issues as needed to support deal success and long‑term relationship growth.
• Maintain accurate activity, pipeline, and opportunity data in CRM systems.

Qualifications

• Digital & Data Fluency
• Ability to understand and articulate the value of digital products, data insights, and analytics and translate them into business outcomes (cost reduction, risk mitigation, efficiency).
• Comfort discussing concepts such as APIs, system integrations, dashboards, automation, and data flows (no coding required).
• Ability to leverage existing databases and tools to build targeted prospecting lists and prioritize opportunities.
• Consultative & Value-Based Selling Skills
• Proven experience in consultative selling, discovery-based conversations, and solution design.
• Ability to uncover customer workflows, pain points, and operational gaps.
• Proactively stays current on products, services, and market conditions to effectively position solutions and add customer insight.
• Cross-Functional Collaboration
• Experience collaborating with product, technology, operations, underwriting, or analytics teams.
• Ability to act as the “voice of the customer” back into product and solution design to improve market fit and sales effectiveness.
• Comfort participating in pilots, betas, or early-stage product rollouts.
• Sales Skills
• Digital and data literacy with the ability to translate technical concepts into customer value.
• Consultative, insight-led selling approach.
• Strong CRM and pipeline discipline (Salesforce).
• Comfort selling evolving products and solutions in a changing environment.
• Ability to collaborate cross-functionally with product, technology, and operations teams.
• Strong learning agility and curiosity about technology-enabled solutions.
• Ability to build ROI-based business cases.
• Understanding of negotiation techniques, identifying stakeholders, demonstrating an understanding of each stakeholder's objectives.

Requirements

• Bachelor’s Degree or International equivalent.
• Hold or obtain (post-hire) a valid property & casualty insurance license.
• 2-3 years of sales experience.

Preferred Experience

• SaaS, fintech, Insurtech, insurance, logistics tech, or supply-chain platforms.
• Selling solutions that combine product + service + insight.
• 3+ years of B2B sales experience.

Employee Type

• Permanent

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.