Job ID: 700672BR
Division Category: Sales
Position Type: Full-Time
Address Line 1: 1475 Boettler Road
City: Uniontown
State: OH
Country: United States
Zip Code: 44685
Remote Based: Yes
Position Overview: This is a remote based position

Job Summary:

Provides leadership, coaching, development, and performance management to their team and company. Ensure people, plans, and strategy are in place to achieve revenue plans and optimize sales results. These responsibilities are performed through recognizing, analyzing and successfully capturing market opportunities.

You will uphold the Purple Promise by making every customer experience outstanding.

Job Duties and Responsibilities:

Lead People – Execute, in a timely manner, all components of the Company’s performance management system including assessing individual job performance, providing feedback and coaching, documenting performance, providing recognition, and progressive discipline as warranted.

Division Staffing - Accomplishes Division human resource objectives by recruiting, selecting, orienting, training, coaching, counseling, and disciplining employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; enforcing policies and procedures.

Develop People - Support the sales process by providing individual and group feedback and suggestions, continuous education, leveraging resources, and intervening in customer transactions. Periodic ride-alongs are key opportunities for coaching and mentoring, so field visits to all Corporate Account Manager's (CAMs) are expected. Facilitate career planning discussions and planning as appropriate; therefore, task management skills and extensive travel are key functions of this position.

Strategy - Evaluates and reviews territory strategic plans; data analysis, and territory structure. Determines root cause for over performing / under performing territories and appropriately addresses any issues. Leads efforts to leverage systems to maintain competitive and customer information. Is forward thinking and shares with MD their vision of how FCC salesforce enhancements can benefit FCC and its customers. Position is expected to be a subject matter expert that can lead by example and be perceived by their direct reports as a skilled mentor.

Customer Focused - Observes and develops product information, builds and manages contractual relationships, monitors progress on business plans and ensures performance objectives are achieved. Conducts customer and territory visits and attends trades shows and conferences. Administers strategic customer pricing programs, and collaborates with Global Account Managers

Budget Management - Meets Division financial objectives by forecasting requirements; reviewing & approving expenditures; analyzing variances; initiating corrective actions.

Cross-Department Collaboration – Works as a liaison between salesforce and Operations/ Finance/ HR/ Solutions/ Legal/ Marketing Management to ensure all sides understand each other’s and customer needs. Communicates customer and industry trends with Operations, Marketing and ELT to align corporate strategies with our current and future markets. Proper internal customer management is a key responsibility of this position.

Cross-OpCo Collaboration – Conducts frequent collaborative efforts with Management and Individual contributors at other FedEx OpCo’s by participating in team meetings, customer meetings, conference calls and other collaboration vehicles.

Divisional Strategic Direction – Strategically and analytically determines the best ways for his/her employees to exceed corporate goals & objectives. Clearly communicates to team those strategies throughout employee base and manages to ensure their execution. Uses performance reports and performance KPIs provided by Sales Planning to fairly and quantitatively evaluate their team.

Forecasting & Planning – Must be extremely well informed about the key markets represented throughout the division, and therefore able to accurately forecast sales predictions and shifts in the marketplace, both on a national scale and also for the individual regions under his or her charge. Awareness of multiple markets, multiple competitors, and modes are expected.

Pricing Direction – Participation in the Revenue Management Committee (RMC) and Corporate Weekly Pricing Planning (MBP.) Through these initiatives the DSM must balance customer and corporate objectives to drive profitable revenue growth.

Required Education:

A bachelor’s degree in Business, Marketing, or Sales required for this position. Equivalent work experience may substitute for this degree requirement.

A master’s degree is preferred.

Required Experience:
3 years’ experience required in a management role, preferably sales
5 years’ minimum experience in a sales role, preferably in a highly strategic and customized form of heavyweight transportation

Additional Job Elements:

1. Ability to travel extensively, including internationally. (Must maintain a valid Passport).
2. Vertical market specific expertise and continual maintenance of know-how.
3. Teaching Skills (Individual and Group).
4. Excellent communication skills, verbal and written.
5. Excellent Presentation and negotiation skills.
6. Proficiency with Microsoft Office and SalesForce.com.

We are a multiple NorthCoast 99 award recipient, which recognizes the top employers in Northeast Ohio! We offer attractive compensation, benefits and team member development.

Follow Us on LinkedIn: http://www.linkedin.com/company/fedex-custom-critical

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EEO Statement: FedEx Custom Critical is an Equal Opportunity and Affirmative Action Employer of Females, Minorities, Veterans, and Disabled. If you have a disability and/or you need assistance in order to apply for a position, please call (877) 314-5191.

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