Strategic Account Manager HC

4 weeks ago

Mesa, Arizona, United States FedEx Full time
Job 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.

Key Responsibilities
  • 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

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