Strategic Account Manager HC - FedEx Corporation

POSITION SUMMARY:
The Strategic Account Manager, Hospitality and Conventions (Account Manager, HC) is a strategic, consultative sales professional responsible for driving new business development, prospecting, and cultivating sales within the hospitality arena. This role serves as the primary contact for developing long-term customer relationships and negotiating, securing and activation of contractual agreements. Following the FXO sales process, this position will identify, acquire, activate and grow new and existing FedEx Office customers and properties. The AMH acts as a visionary for the customer and 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)
Serve as a Trusted Advisor for the properties and global brand hospitality customers using a proactive, strategic approach
Achieve sales activity standards, revenue and performance objectives related to retention and growth of strategically targeted properties and global hospitality brands (both existing and prospect)
Following the FXO sales process, this position will identify, acquire, activate and grow revenue from new and existing FedEx Office properties and customers
Responsible for protecting existing multi-million-dollar revenue streams by proactively ensuring all contracts/ agreements are renewed prior to expiration
Upon identifying customer business objectives, identify and demonstrate how FXO products and services meet customer needs
Establish, grow and maintain customer relationships with the primary focus on 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 within existing properties or customers
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 (secondary coverage) by engaging appropriate resources
Provide strategies and guidance to Solutions Consultants (through secondary coverage), thereby driving results through others
Participate in the qualification process of new customer prospects where appropriate
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 FedEx sponsorship programs to host key clients and strengthen customer relationships as appropriate
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:
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
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

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 members
Ability, on a consistent basis, to perform work activities requiring cooperation and instruction
Ability, on a consistent basis, to function in a fast-paced environment, under substantial pressure
Ability, on a consistent basis, to work within the appropriate level of independence
Ability, on a consistent basis, to report regularly to work and maintain established business hours in order to support the FedEx Office business; regular attendance and/or reporting could include regular attendance at a physical location and/or maintaining established business hours depending on the scope and nature of the position

Preferred Qualifications: Ideal applicants will have sales experience in a hospitality environment with a focus on new business development.

Pay Transparency:

Pay:

Additional Details:

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Reasonable accommodations are available for qualified individuals with disabilities throughout the application process. Applicants who require reasonable accommodations in the application or hiring process should contact recruitmentsupport@fedex.com.

Applicants have rights under Federal Employment Laws:

• Equal Employment Opportunity is the Law
• EEO is the Law Supplement
• Pay Transparency Policy
• Family and Medical Leave Act (FMLA)
• Employee Polygraph Protection Act

E-Verify Program Participant: Federal Express Corporation participates in the Department of Homeland Security U.S. Citizenship and Immigration Services' E-Verify program (For U.S. applicants and employees only). Please click below to learn more about the E-Verify program:

• E-Verify Notice (bilingual)
• Right to Work Notice (English) / (Spanish)