Regional Account Manager

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 FedEx 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 FedEx Office (FXO) suite of products and services that match the customers’ business objectives.

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 FedEx 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 FedEx sponsorship programs to host key clients and strengthen customer relationships

Maximize the FedEx value delivered to each and every customer by working cross functionally within FXO, Services and the other FedEx 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 within 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

Essential Functions

Ability to travel as required in order to meet with customers, vendors, other team members, and/or other business necessities

Ability, on a consistent basis, to maintain attention and concentration for extended periods of time

Ability, on a consistent basis, to read and interpret documents and instructions from customers, vendors, and other team members

Ability, on a consistent basis, to communicate effectively with customers, vendors, and other team members

Ability, on a consistent basis, to perform work activities requiring cooperation and instruction

Ability, on a consistent basis, to function in a fast-paced environment, under substantial pressure

Ability, on a consistent basis, to work within the appropriate level of independence

Ability, on a consistent basis, to report regularly to work and maintain established business hours in order to support the FedEx Office business; regular attendance and/or reporting could include regular attendance at a physical location and/or maintaining established business hours depending on the scope and nature of the position

Preferred Qualifications: Drive print sales within a defined territory

• Prospecting, cultivating, & expanding business opportunities across portfolio
• Primary point of contact for clients, focus on building relationships & generate new business within & beyond assigned portfolio B2B sales requires background in print industry
• Proven track record of success in new business development
• 5+ yrs. of exp. managing a range of accounts, incl. small, mid-sized companies, & Fortune 1000 organizations
• Proficiency in using CRM Systems
  
  

Pay Transparency

Pay: Compensation Grade: FEC_E25

Additional Details: The portfolio's assigned customers are primarily located in the Austin metropolitan area. Applicants should reside in the Greater Austin area. This is a work from home position.

Federal Express Corporation is an Equal Opportunity Employer including, Vets/Disability.

Reasonable accommodations are available for qualified individuals with disabilities throughout the application process. Applicants who require reasonable accommodations in the application or hiring process should contact [email protected].

Applicants Have Rights Under Federal Employment Laws

• Know Your Rights
• Pay Transparency
• Family and Medical Leave Act (FMLA)
• Employee Polygraph Protection Act
  
  

E-Verify Program Participant: Federal Express Corporation participates in the Department of Homeland Security U.S. Citizenship and Immigration Services’ E-Verify program (For U.S. applicants and employees only). Please click below to learn more about the E-Verify program:

• E-Verify Notice (bilingual)
• Right to Work Notice (English) / (Spanish)