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 deliveryAchieves all sales activity standards, and revenue and performance objectives related to retention and growth of both existing and new customer prospectsUpon identifying customer business objectives, identifies and demonstrates how FXO products and services meet customer needsDevelop strategies to grow, enhance and maintain long-term profitable customer relationshipsActively partner with both Sales and Operations leadershipEngage resources required, both corporate and field, to support sales implementation and activation effortsFunction as liaison between customer and FXO corporate teams, plus vendor partners as neededManage 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 customersProvide pricing information and pricing levels to named account base, per established pricing guidelinesInteract with Sales leadership and support resources to develop and execute sales strategies for existing customers and new business developmentParticipate in the identification and qualification of new customer prospects, and provide relevant information to be considered for the customer baseInitiate marketing activities to activate FXO services to defined customer segmentsEnsure that customers are trained to utilize the FXO ordering and purchasing guidelines for productsDrive target products and promotions, as directedWork with other sales resources in a team selling capacity to include involvement with other FedEx operating companies and secondary coverage to national customers, as assignedRefer project management, including outsourcing coordination, to appropriate Operations resourcesDirect, plan and assist in customer recovery as appropriateBuild and maintain a robust and accurate pipeline of business at established standards inside of the FXO customer relationship management (CRM) toolMaintain accurate customer relationship management (CRM) system data, including daily activities and account updatesWork and utilize the extensive FedEx sponsorship programs to host key clients and strengthen customer relationshipsMaximize the FedEx value delivered to each and every customer by working cross functionally within FXO, Services and the other FedEx Operating companiesAll other duties as needed or requiredMINIMUM QUALIFICATIONS AND REQUIREMENTS:Bachelor's degree or equivalent experience required5+ years of business-to-business solutions selling experience required with a focus on prospecting new customers and developing existing business relationshipsDemonstrated business math and intermediate computer skills with MS OfficeHigh level of experience in sales planning, s les proposals, and selling the value propositions appropriate to corporate level customers and others in the organizationDemonstrated understanding of sales financial targets/quotas with proven successful resultsStrong conceptual selling, presentation, closing and organizational skillsHighly self-motivated, with a strong appetite for learningArticulate; uses clear, convincing and tailored communicationProven selling skills and knowledge of value propositionsRecognized flexible disposition; open to coaching and feedbackExperience within the document solutions or product offerings industry, preferred but not requiredExperience utilizing Customer Relationship Management (CRM) software programs, preferredPresents a personal professional imageESSENTIAL FUNCTIONS:Ability to travel as required in order to meet with customers, vendors, other team members, and/or other business necessitiesAbility, on a consistent basis, to maintain attention and concentration for extended periods of timeAbility, on a consistent basis, to read and interpret documents and instructions from customers, vendors, and other team membersAbility, on a consistent basis, to communicate effectively with customers, vendors, and other team membersAbility, on a consistent basis, to perform work activities requiring cooperation and instructionAbility, on a consistent basis, to function in a fast-paced environment, under substantial pressureAbility, on a consistent basis, to work within the appropriate level of independenceAbility, 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 positionPreferred Qualifications: The Regional Account Manager position will focus on b2b sales throughout the Philadelphia metro area. Experience in the print industry with the strong emphasis on prospecting for new business while also managing existing accounts. Ideal applicants will have 5+ years of experience in new business development with a history of success working with small, medium, and large accounts including F1000 organizations.Pay Transparency:Pay:Additional Details: The portfolio's assigned customers are primarily located in the Philadelphia metropolitan area. Applicants should reside in eastern Pennsylvania. This is a work from home position.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. 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:Equal Employment Opportunity is the LawEEO is the Law SupplementPay Transparency PolicyFamily 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 (Fo