Sales Manager Commercial

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.

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.

• 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

• Bachelor’s degree, and/or advanced degree, in business or related field or equivalent experience
• 7+ years outside sales experience,…