Sales Manager Commercial

POSITION SUMMARY

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 Fed Ex 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 Fed Ex 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 Fed Ex Office values and encourage team members to do so as well
Maximize the Fed Ex value delivered to each and every customer by working cross functionally within FXO, Services and the other Fed Ex Operating companies
All other duties as needed or required

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

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…