Sales Manager Commercial

FedEx; Plano (TX); Hybrid; USD 107,000 - 181,000; Full time

Job summary

FedEx Office is seeking a Sales Manager, Commercial to execute the sales strategy, lead a sales team, and drive revenue and profit plans across national and local accounts.

You will develop and coach Regional Account Managers, manage CRM data, collaborate with cross-functional teams, and ensure contracts are renewed before expiration in a hybrid Plano, Texas role.

Qualifications

• Bachelor’s degree in business or related field or equivalent experience.
• 7+ years outside sales experience, selling business to business products or services.
• 5+ years’ experience managing sales team members, preferred.
• Excellent time management skills to include prioritization of tasks, communication, execution to meet deadlines.
• Must be able to demonstrate strong negotiation skills.
• Experience building and working with cross functional partners (HR, Talent Management, Finance, Technology).
• Excellent verbal and written communication skills.
• Proficient in Microsoft Office tools, including Word, PowerPoint, Outlook and Excel.

Responsibilities

• Meet and exceed revenue and profit plans of direct reports.
• Lead and develop a team of sales professionals across the United States.
• Identify, acquire, activate and grow commercial customers.
• Develop customer-driven tactics and strategies for accounts in market.
• Renew contracts prior to expiration and protect existing revenue streams.
• Provide ongoing training, direction and support to the sales team.
• Manage Regional Account Managers and CRM data.
• Collaborate cross-functionally to optimize performance.
• Demonstrate FedEx Office values in leadership and teamwork.
• Travel as required.

Skills

Time management

Negotiation

Cross-functional collaboration

Verbal and written communication

Education

Bachelor’s degree in business

Tools

Microsoft Word

Microsoft PowerPoint

Microsoft Outlook

Microsoft Excel

Job description

POSITION SUMMARY:

The Sales Manager, Commercial is responsible for successfully executing the sales strategy and delivering both revenue and profit plans. This position's mission is to deliver a high return on investment, and firmly entrench FedEx Office (FXO) as the supplier of choice, by leading and developing their sales team through market penetration and plan delivery. Following the FXO sales process, this position will identify, acquire, activate and grow FedEx Office customers through the team they manage. This includes existing and prospective customers at both the local and national levels.

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)

• Accountable for meeting and exceeding combined revenue and profit plans of direct reports
• Lead and develop a team of highly skilled sales professionals (individual contributors) that sell and manage high-impact relationships in markets throughout the United States by training, developing, and coaching them on a consistent basis
• Responsible for a leading the sales team to identify, acquire, activate and grow commercial customers while increasing sales within existing customers
• Lead the sales team in developing customer driven tactics and strategies for accounts in market
• Lead the sales team to protect existing multi-million-dollar revenue streams by proactively ensuring all contracts/ agreements are renewed prior to expiration
• Develop and reinforce the sales strategy by providing sales team members with ongoing training, direction and support
• Responsible for the selection and development of their market’s Regional Account Managers
• Accountable for managerial duties including coaching and counseling; efforts will ensure efficiency, productivity and morale are properly maintained
• Actively manages the quality of their direct reports, select and retains top talent, uses effective coaching techniques and the Performance Management process to ensure TMs exhibit competencies expected by FXO and its customers/partners
• Ensure the team of Regional Account Managers build and maintain a robust and accurate pipeline of business at established standards inside of the FXO customer relationship management (CRM) tool
• Ensure the team of Regional Account Managers maintain accurate customer relationship management (CRM) system data, including daily activities and account update
• Demonstrate and use deep financial and operational knowledge of FXO’s business model to craft compelling descriptions of FXO’s value proposition versus that of the competition
• Responsible for building effective partnerships within sales and cross functionally
• Collaborate cross functionally (across Sales, Operations, Product, Marketing, Pricing etc.) in order to optimize business performance and sales effectiveness
• Act in concert with FedEx Office values and encourage team members to do so as well
• 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, and/or advanced degree, in business or related field or equivalent experience

• 7+ years outside sales experience, selling business to business products or services, preferred
• 5+ years’ experience managing sales, and supervisor level team members, preferred
• Excellent time management skills to include prioritization of tasks, communication, execution to meet established deadlines
• Must be able to demonstrate strong negotiation skills
• Experience building and working with cross functional partners (HR, Talent Management, Finance, Technology)
• Excellent verbal and written communication skills
• Proficient in Microsoft Office tools, including Word, PowerPoint, Outlook and Excel

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

Pay Transparency:

Pay: Plano, TX $8,896.99/mo - $15,124.88/mo

Additional Details:

This is a hybrid position located in Plano, TX. Candidates must live within 50 miles of the campus location. Employees will be required to work at the FedEx campus location several times per week.

For details on our comprehensive benefits, click here.

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). Please click below to learn more about the E-Verify program:

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