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Field Account Executive

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FedEx Office  - Scottsdale, AZ
Wednesday, July 28, 2010



Following the FedEx Office sales process, this person will identify, develop and grow FedEx Office’s prospective and existing local market customer base.

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.

* Meets or exceeds sales quota in existing accounts and territory
* Maintains regular contacts with designated accounts, per established sales process requirements
* Schedules and conducts face-to-face sales calls to include cold calling activity
* Provides pricing information and pricing levels to named account base, per established pricing guidelines
* Creates and presents value-added business solutions to specific named accounts, within prescribed guidelines
* Builds rapport with customers using a consultative sales approach
* Serves as the primary relationship owner for accounts in territory to ensure proper service and retention
* Responsible for growing relationships and sales in assigned accounts
* Builds and maintains a pipeline of business at established standards
* Interacts with Sales leadership to develop and review sales strategies for sales accounts and prospects
* Drives target products and promotions, as directed
* Works with other sales resources in a team selling capacity to include involvement with other FedEx operating companies and secondary coverage to national accounts, as assigned.
* Maintains accurate customer relationship management systems, including daily activities and account updates
* Refers orders and/or bids/quotes to appropriate Operations resources
* Refers project management, including outsourcing coordination, to appropriate Operations resources
* Prospects for new accounts and provides relevant information to be considered for the account base
* Assists in account recovery
* Consistently meets all minimum activity standards

Qualifications:

* Bachelor’s degree or related experience; or equivalent combination of education and experience
* 2+ years of business to business direct selling experience required
* Experience within the document solutions or product offerings industry, preferred but not required
* Demonstrated understanding of sales financial targets and quotas with proven successful results
* Demonstrated success of the consultative selling process
* Proven strong organization, planning and administrative skills
* Demonstrated professional written and verbal presentation skills
* Proven skills and aptitude to excel in a customer-focused and results-driven environment
* Demonstrated business math and intermediate computer skills
* Experience utilizing Customer Relationship Management (CRM) software programs preferred
* Presents a personal professional image

MINIMUM ATTRIBUTES REQUIRED TO PERFORM THE ESSENTIAL FUNCTIONS OF THE POSITION

* Ability, on a consistent basis, to communicate effectively with customers, vendors, and team members
* Ability, on a consistent basis, to perform work activities requiring cooperation, instruction, persuasion, and/or speaking with others
* Ability, on a consistent basis, to maintain attention and concentration for extended periods of time
* Ability, on a consistent basis, to function in a fast-paced environment, under substantial time-pressure, and to perform under the demands set by the company for sales performance and profit objectives
* Ability to work without supervision
* Ability to perform the General Duties and Responsibilities set forth above in a consistent and efficient manner
* Ability to travel locally, 60% or more of the time, to include occasional overnight travel for training, team meetings, and general business
* Must have access to reliable transportation to conduct daily sales calls

SCOPE OF SUPERVISION/AUTHORITY
This position is considered a professional position. Responsibilities are achieved with broad supervision from the sales manager. Decision-making authority is limited/moderate due to the scope of assignments. Changes in policies must be deferred to the Sales Manager.

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Scottsdale, AZ

Scottsdale, Arizona

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