Regional Account Manager-Commercial Print Sales

FedEx is a global leader in logistics and delivery services, and they are seeking a Regional Account Manager for Commercial Print Sales. This role involves strategic sales management, relationship building, and customer engagement to drive revenue and growth within assigned corporate accounts primarily located in the Detroit metropolitan area.

Responsibilities:

• 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

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
• Presents a personal professional image
• 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
• Experience within the document solutions or product offerings industry, preferred but not required
• Experience utilizing Customer Relationship Management (CRM) software programs, preferred