National Account Manager- Commercial Print

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 Fed Ex Office customers.

The NAM acts as a visionary for the customer and uses business acumen to identify unique solutions from the Fed Ex Office (FXO) suite of products and services that match the customers' business objectives.

(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 Fed Ex 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 Fed Ex sponsorship programs to host key clients and strengthen customer relationships as appropriate
• Maximize the Fed Ex value delivered to each and every customer by working cross functionally within FXO, Services and other Fed Ex Operating companies
• All other duties as needed or required

• 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 Fed Ex Office…