National Account Manager

This position is to be domiciled in the Midwest or Northeast US, with a preference towards Illinois or Ohio. Consideration will be given to candidates elsewhere in this region provided they reside within 1 hour of a commercial airport.

POSITION SUMMARY...
The National Account Manager, Commercial (NAM) is a strategic, consultative sales professional responsible for driving new business development, prospecting, and cultivating sales within selected corporate, national or enterprise-wide accounts. The NAM serves as the primary contact for developing long-term customer relationships and negotiating, securing and activating program purchase commitments at established price levels. Following the FXO sales process, this position will identify, acquire, activate and grow new and existing FedEx Office customers. The NAM acts as a visionary for the customer and 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)
• Serve as a Trusted Advisor primarily at the C-Suite level using a proactive, strategic approach
• Achieve sales activity standards, revenue and performance objectives related to retention and growth of strategically targeted customer’s (both existing and prospect)
• Following the FXO sales process, this position will identify, acquire, activate and grow new and existing FedEx Office customers
• Upon identifying customer business objectives, identify and demonstrate how FXO products and services meet customer needs
• Maintain and grow established accounts with the primary focus on corporate headquarters and key targeted contacts with decision-making abilities and authority
• Develop strategies to grow, enhance and maintain long-term profitable customer relationships
• Achieve new account revenue and count targets based on large corporate account prospects
• Engage resources required, both corporate and field, to support sales implementation and activation efforts
• Function as liaison between customer and FXO corporate teams while actively partnering with both Sales and Operations leadership
• Build, lead and create customer strategies to grow revenue at customer locations beyond the HQ (secondary coverage) by engaging appropriate resources
• Provide strategies and guidance to Solutions Consultants (through secondary coverage), thereby driving results through others
• Develop strategies to grow, enhance and maintain long-term profitable customer relationships
• Participate in the qualification process of new customer prospects
• Initiate marketing activities to activate FXO services to defined customer segments
• Ensure customers are trained to utilize the FXO ordering and purchasing guidelines for products
• Manage the entirety of assigned accounts to include scheduling and conducting regular in-person visits to new and existing customers, and as required, travel to multiple locations (including national travel) within the account
• Direct, plan and assist in customer recovery as required
• 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
• Utilize the extensive FedEx sponsorship programs to host key clients and strengthen customer relationships as appropriate
• Maximize the FedEx value delivered to each and every customer by working cross functionally within FXO, Services and other FedEx Operating companies
• All other duties as needed or required

MINIMUM QUALIFICATIONS AND REQUIREMENTS: • Bachelor’s degree or equivalent experience • 7+ years of commercial sales experience with a focus on prospecting new customers and developing existing business relationships • Demonstrated business math and intermediate computer skills with MS Office • Advanced level of experience in sales planning, sales proposals, and selling the value propositions appropriate to C-Suite level, corporate level customers and others in the organization • Demonstrated understanding of sales financial targets/quotas • Strong conceptual selling, presentation, closing and organizational skills • Highly self-motivated, with a strong appetite for learning • Proven innovator • Articulate; uses clear, convincing, and tailored communication • Ability to collaborate effectively, both giving and taking the lead • Proven selling skills and knowledge of value propositions • Recognized flexible disposition; open to feedback • Previous management experience preferred

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:

Pay Transparency:

Pay:

Additional Details:

Quality Driven Management strives to deliver market-leading customer experience, business excellence, and financial return through a Quality-oriented culture and day-to-day application of Quality science.
• Suggests areas for improvement in internal processes along with possible solutions.
• Works with management to reduce company costs/wastes, and to optimize profitability in areas of responsibility.
• Applies Quality concepts presented at training during daily activities.
• Supports FedEx Office Quality initiatives.

FedEx Office is an equal opportunity employer and prohibits discrimination and harassment against any employee or applicant on the basis of race, color, religion, national origin, citizenship, genetic information, age (except for bona fide occupational qualifications), sex, pregnancy (including childbirth or a related medical condition), disability, sexual orientation, gender identity, gender expression, marital status, military leave or service, status as a disabled veteran or other covered veteran status, participation in EEO protected activity, any other status protected by federal, state, or local law, or association with a person on the basis of one or more of the foregoing. America’s Military Veterans and individuals with disabilities are strongly encouraged to apply.

FedEx Office will provide reasonable accommodations to qualified individuals with disabilities, including throughout the application and hiring process, if requested. Applicants who require reasonable accommodations in the application or hiring process should email [email protected].

FedEx Office will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the San Francisco Fair Chance Ordinance, the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and the New York City Fair Chance Act. The existence of a criminal record is not an automatic or absolute bar to employment and a candidate’s criminal record will be considered individually based on factors such as the relationship between the job sought and the criminal offense, the timing of the offense, the nature of the offense, and any other relevant information. If you are applying in Philadelphia, PA, you can click here to learn about Philadelphia's fair chance hiring law.

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