National Account Manager- Commercial Print
About The Position
The National Account Manager, Commercial is a strategic, consultative sales professional who drives new business development, prospects for and cultivates sales within selected corporate, national, and enterprise-wide accounts. The role serves as the primary customer contact for building long-term relationships and negotiating, securing, and activating program purchase commitments at established price levels. Following the FedEx Office sales process, the National Account Manager identifies, acquires, activates, and grows new and existing customers, matching products and services to customers’ business objectives. The role focuses on strategic account growth, including relationships with C-suite executives and other decision-makers, corporate headquarters, and customer locations across assigned accounts. The manager develops account strategies, coordinates corporate and field resources, and partners with Sales, Operations, and other FedEx organizations to implement solutions and maximize customer value. The position may be performed remotely anywhere in the United States except Alaska, Hawaii, and U.S. territories. Employees living within 50 miles of a FedEx campus are required to work at a campus several times per week. Extensive nationwide travel, including overnight travel, may be required; the preferred qualification states travel up to 50% of the time.
Requirements
- Bachelor’s degree or equivalent experience.
- At least 7 years of commercial sales experience focused on prospecting new customers and developing existing business relationships.
- Demonstrated business-math ability and intermediate computer skills, including MS Office.
- Advanced experience in sales planning, sales proposals, and selling value propositions to C-suite, corporate-level customers, and others in the organization.
- Demonstrated understanding of sales financial targets and quotas.
- Strong conceptual selling, presentation, closing, and organizational skills.
- Highly self-motivated, with a strong appetite for learning.
- Proven innovator.
- Clear, convincing, and tailored communication skills.
- Ability to collaborate effectively, both leading and following.
- Proven selling skills and knowledge of value propositions.
- Flexible disposition and openness to feedback.
- Ability to travel as required to meet customers, vendors, team members, and other business needs.
- Ability to maintain attention and concentration for extended periods, read and interpret documents and instructions, and communicate effectively on a consistent basis.
- Ability to perform cooperative and instructional work, function in a fast-paced environment under substantial pressure, and work with appropriate independence.
- Ability to report regularly to work and maintain established business hours; attendance may include a physical location depending on the position’s scope and nature.
- New hires must meet FedEx Office employment qualifications in force at the time of hiring; current team members must meet position hiring criteria and transfer requirements in the Team Member Handbook.
Nice To Haves
- Previous management experience.
- Proven success managing and growing complex national or enterprise accounts, preferably in print, signage, or related business services.
- Demonstrated success establishing and leveraging strategic relationships with C-suite executives and senior decision-makers to influence enterprise-wide business decisions.
- Strong understanding of national account strategy, enterprise account planning, complex organizational structures, stakeholder alignment, and consistent execution across geographically dispersed locations.
- Willingness and ability to travel extensively nationwide, up to 50% of the time, including overnight travel.
Responsibilities
- Serve as a trusted advisor, primarily to C-suite customers, using a proactive and strategic approach.
- Meet sales activity standards and revenue and performance objectives for retention and growth of targeted existing and prospective customers.
- Identify, acquire, activate, and grow new and existing FedEx Office customers according to the FXO sales process.
- Identify customer business objectives and demonstrate how FXO products and services meet customer needs.
- Maintain and grow assigned accounts, focusing on corporate headquarters and key decision-makers.
- Develop strategies to grow, enhance, and maintain long-term profitable customer relationships.
- Meet new-account revenue and count targets for large corporate account prospects.
- Engage corporate and field resources to support sales implementation and activation.
- Liaise between customers and FXO corporate teams, partnering with Sales and Operations leadership.
- Develop strategies to grow revenue at customer locations beyond headquarters by engaging appropriate resources.
- Provide strategies and guidance to Solutions Consultants through secondary coverage to drive results through others.
- Participate in qualifying new customer prospects.
- Initiate marketing activities to activate FXO services for defined customer segments.
- Train customers to use FXO ordering and purchasing guidelines for products.
- Manage assigned accounts, including scheduling and conducting regular in-person customer visits and traveling to multiple account locations as required.
- Direct, plan, and assist with customer recovery as required.
- Maintain a robust and accurate business pipeline in the FXO CRM tool.
- Keep CRM data accurate, including daily activities and account updates.
- Use FedEx sponsorship programs to host key clients and strengthen customer relationships as appropriate.
- Work cross-functionally within FXO, Services, and other FedEx operating companies to maximize value delivered to customers.
- Perform other duties as needed or required.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
