Regional Account Manager

Regional Account Manager, Commercial

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.

Location Details

The desired location for this position is Dallas-Forth Worth, TX. Applicants should reside in the Dallas-Fort Worth area.

Preferred Qualifications

• Commercial Print Sales Expertise
• Exceptional time-management and organizational skills
• Proactive follow-up habits
• Strong written and verbal communication skills
• Tech-savvy, with hands-on experience using CRM software (e.g., Salesforce) and proficiency in Microsoft Office Suite, including Excel, PowerPoint, and Outlook Calendar.
• Able to work collaboratively with others, including other Sales team members and Sales Support partners.
• Ability to build strong internal and external relationships.
• Ability to work independently

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