Reference #: P25-294523-1
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 thevalue 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
For new hires, must meet all FedEx Office employment qualifications in force at time of hiring
For current FedEx Office team members, must meet hiring criteria for the position and transfer requirements as outlined in the Team Member Handbook
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
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 instr
