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. The portfolio's assigned customers are primarily located in Orange County. Applicants should reside in Southern California. 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 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 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. We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. All offers of employment made by FedEx Office are contingent upon the successful completion of a background investigation and a pre-employment drug screen (which must be completed within 2 business days of any conditional offer of employment). 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. 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 and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. America’s Military Veterans and individuals with disabilities are strongly encouraged to apply. If you have a disability and you need assistance in order to apply for a position with FedEx Office, please email us at [email protected].