National Account Manager- Commercial Print

Federal Express Corporation; Plano (TX); Remote; USD 69,000 - 151,000; Full time

Job summary

FedEx Corporation is seeking a National Account Manager, Commercial (NAM) to drive new business development and cultivate sales within national accounts. You will serve as the primary contact for long-term relationships, negotiate commitments, and activate FedEx Office programs aligned to customer objectives.

The NAM will follow the FXO sales process, identify and grow new and existing FedEx Office customers, and act as a strategic partner at the executive level to deliver tailored FedEx Office

Qualifications

• 7+ years of commercial sales experience.
• Proven ability to engage C-Suite executives.
• Strong skills in sales planning and proposals.
• Understanding of sales targets/quotas.
• willingness to travel up to 50% nationwide.

Responsibilities

• Serve as a trusted advisor at the C-Suite level using a proactive, strategic approach.
• Achieve sales activity standards and revenue targets for retention and growth of targeted customers.
• Identify, acquire, activate and grow FedEx Office customers following the FXO sales process.
• Demonstrate how FXO products meet customer objectives.
• Develop strategies to grow and maintain long-term profitable customer relationships.
• Collaborate with cross-functional teams to support sales implementation and activation.

Skills

C-Suite selling

Sales strategy & planning

Account management

Prospecting & new business development

Negotiation

Communication

Microsoft Office

Education

Bachelor’s degree or equivalent experience

Tools

CRM tools

MS Office

Job description

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
• 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

Preferred Qualifications:

• Proven success managing and growing complex national or enterprise accounts, preferably within the print, signage, or related business services industries
• Demonstrated success establishing and leveraging strategic relationships with C-suite executives and senior decision-makers to influence enterprise-wide business decisions
• Strong understanding of national account strategy, including enterprise account planning, navigating complex organizational structures, aligning stakeholders, and driving consistent execution across geographically dispersed locations
• Ability and willingness to travel extensively nationwide, up to 50% of the time, including overnight travel, to engage executive stakeholders, strengthen customer relationships, and support strategic account initiatives

Location Details:

This position is eligible for remote work and may be located anywhere within the United States excluding AK, HI and U.S. territories, however if you live within the 50 miles radius of a campus you will be required to work at a FedEx campus location several times per week.

Pay:

USD Monthly: USA: 6169-13572, CO: 6169-13006, CA: 6512-10898, NJ: 6512-10419, ME, OH, VT: 6512-11310, MN: 6512-12441, IL, NV: 6512-13006, MD, NY, VA, WA: 6512-13572, MA: 6854-13572, RI: 7540-12441, CT: 7540-13006, DC, HI: 7882-13006, NYC: 7882-13572

Pay Transparency:

The compensation listed reflects the pay range or rate of pay reasonably expected for this posted position at the posted location or locations. If this opportunity includes multiple job levels, the pay information represents the ranges for each level in that job family. Actual pay is determined by several job-related factors permitted by law and relevant to the position, including, but not limited to, experience relative to the job, tenure, market level, pay at the location for this job, performance, schedule, and work assignment. In California, the compensation listed reflects the range or rate of pay reasonably expected for this posted position upon hire. In New Jersey, any compensable Security and Walk time will be paid to non-exempt/hourly employees at the state minimum wage.

Federal Express Corporation is an Equal Opportunity Employer including, Vets/Disability.

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 [e-mail].

Applicants have rights under Federal Employment Laws:

• Know Your Rights
• Pay Transparency
• Family 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 (For U.S. applicants and employees only).

• E-Verify Notice (bilingual)
• Right to Work Notice (English) / (Spanish)