Regional Account Manager-Commercial Print Sales

POSITION SUMMARY:

The Regional Account Manager, Commercial (RAM) is a strategic, consultative sales professional responsible for prospecting, cultivating and penetrating sales within selected (named) corporate/regional accounts. The RAM also prospects for large, strategic corporate customers that can be added into the portfolio. Following the FXO sales process, this position will identify, acquire, activate and grow Fed Ex Office customers. The RAM serves as the primary contact for developing long-term customer relationships and negotiating, securing, and activating program purchase commitments at established price levels.

The RAM uses business acumen to identify unique solutions from the FXO suite of products and services that match the customers  business objectives. The portfolio s assigned customers are primarily located in the Detroit metropolitan area. Applicants should reside in MI preferably in the Metro Detroit area. This is a work from home position.

GENERAL DUTIES AND RESPONSIBILITIES
:

(This is a representative list of the general duties the position may be asked to perform, and is not intended to be all-inclusive)

• Serves as a trusted advisor to the customer using a proactive, strategic approach, while developing tactical plans to drive the strategy and revenue delivery

• Achieves all sales activity standards, and revenue and performance objectives related to retention and growth of both existing and new customer prospects

• Upon identifying customer business objectives, identifies and demonstrates how FXO products and services meet customer needs

• Develop strategies to grow, enhance and maintain long-term profitable customer relationships

• Actively partner with both Sales and Operations leadership

• Engage resources required, both corporate and field, to support sales implementation and activation efforts

• Function as liaison between customer and FXO corporate teams, plus vendor partners as needed

• Manage the entirety of assigned customers and travel when necessary to locations (with possible national travel) within the account, as required to include scheduling and conducting regular in-person visits to new and existing customers

• Provide pricing information and pricing levels to named account base, per established pricing guidelines

• Interact with Sales leadership and support resources to develop and execute sales strategies for existing customers and new business development

• Participate in the identification and qualification of new customer prospects, and provide relevant information to be considered for the customer base

• Initiate marketing activities to activate FXO services to defined customer segments

• Ensure that customers are trained to utilize the FXO ordering and purchasing guidelines for products

• Drive target products and promotions, as directed

• Work with other sales resources in a team selling capacity to include involvement with other Fed Ex operating companies and secondary coverage to national customers, as assigned

• Refer project management, including outsourcing coordination, to appropriate Operations resources

• Direct, plan and assist in customer recovery as appropriate

• Build and maintain a robust and accurate pipeline of business at established standards inside of the FXO customer relationship management (CRM) tool

• Maintain accurate customer relationship management (CRM) system data, including daily activities and account updates

• Work and utilize the extensive Fed Ex sponsorship programs to host key clients and strengthen customer relationships

• Maximize the Fed Ex value delivered to each and every customer by working cross functionally within FXO, Services and the other Fed Ex Operating companies

• All other duties as needed or required

MINIMUM QUALIFICATIONS AND REQUIREMENTS
:

• Bachelor s degree or equivalent experience required

• 5+ years of business-to-business solutions selling experience required with a focus on prospecting new customers and developing existing business relationships

• Demonstrated business math and intermediate computer skills with MS Office

• High level of experience in sales planning, sales proposals, and selling the value propositions appropriate to corporate level customers and others in the organization

• Demonstrated understanding of sales financial targets/quotas with proven successful results

• Strong conceptual selling, presentation, closing and organizational skills

• Highly self-motivated, with a strong appetite for learning

• Articulate; uses clear, convincing and tailored communication

• Proven selling skills and knowledge of value propositions

• Recognized flexible disposition; open to coaching and feedback

• Experience with in the document solutions or product offerings industry, preferred but not required

• Experience utilizing Customer Relationship Management (CRM) software programs, preferred

• Presents a personal professional image

• For new hires, must meet all Fed Ex Office employment qualifications in force at time of hiring

• For current Fed Ex Office team members, must meet hiring criteria for the position and…