Regional Account Manager – P25-153217-1-2508

This job was posted by https://illinoisjoblink.illinois.gov : For more
information, please see:
https://illinoisjoblink.illinois.gov/jobs/12241846

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 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:

Bachelors 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

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 me