Account Executive

4 months ago

Richmond, Canada FedEx Trade Networks Full time

**Job Description Summary**:
This position is responsible for selling FTN's services to parties engaged in goal import/export activities to increase assigned territory revenue. The parties include, but are not limited to, prospective and existing customers who can use additional FTC services, carriers and shippers, trade associations and government agencies. The position also includes (and is not limited to) working with the regional Sales Director to resolve anticipated and unanticipated customer problems in a timely manner and with mínimal negative effect on FTN; acting as a liaison with other account representatives and customer service representatives; contributing to the positive morale of the FTN sales team

At FedEx Trade Networks, you’ll find everything you’d expect of a people-first, global industry leader. FedEx offers a chance at a long rewarding career within one of the World’s Top Companies. From benefits to special training to advancement opportunities, our offering is deep and wide to match our commitment to your career aspirations. Employee compensation and rewards are structured to acknowledge individual effort, stimulate new ideas, encourage outstanding performance, and promote teamwork. FedEx offers an attractive and comprehensive package of pay benefits and quality of Work/Life programs.

**Job Description**:
VOLUME/QUOTA
- With little or no direction, attains or exceeds designed territory objectives for new and existing customers. New business development and account acquisition are a significant component of this role.

MARKETING
- Establishes, implements and documents a strategy that identifies business potential in the territory and from assigned key accounts
- Obtains, maintains and demonstrates a complete knowledge of all key account business and their needs
- Obtains, maintains and demonstrates a complete knowledge of services offered by FTB T&B and contributes to the development of FTB T&B service/product literature & sales material
- Demonstrates the use of financial marketing and consultative selling
- Understands and effectively uses FTB T&B and other FedEx resources
- Plays a leading role in developing & implementing strategic and tactical marketing programs to meet and exceed required business volumes

TERRITORY MANAGEMENT
- Building Customer Relationships - Develops, documents & executes a territory management program to include calling on existing key accounts
- Ensures Customer Satisfaction - Demonstrates & maintains knowledge of customer satisfaction survey results & assists in keeping FTN personnel focused on enhancing customer satisfaction to ensure a solid FTN/customer working relationship
- Territory participation - Takes a leadership position in the territory with participation in trade, logistics & transportation associations to ensure FTN has visible presence in the territory
- Proactively assist others and plays a lead role in regional and national customer councils

PROBLEM MANAGEMENT
- Resolves anticipated or unanticipated problems with mínimal negative effect while significantly enhancing customer satisfaction
- Involves management as appropriate
- Identify opportunities, risks and resources required to achieve revenue objectives

BUSINESS MANAGEMENT
- Operations - Provide timely & accurate 30/60/90-day forecasts for the respective territory including, expenses, revenue, & new account aquisition
- Controls - Ensures that required reports are timely and accurate, and maintains data in the CRM

PROFESSIONAL RESPONSIBILITIES
- Ownership - Act as liaison between Customer & other FTN functional areas (customer service, regional account coordinators,etc.). Obtains materials to maintain industry knowledge appropriate to territory
- Leadership - Contributes to the positive morale of all FTN associates and in particular, Marketing and Sales team. Seeks participation in company-wide programs.
- Provides advice and counsel to less experienced representatives resulting in their increased productivity
- Actively participates in training for current sales and marketing teams. Assists in developing training programs, materials, and participates in the training process in a classroom environment and on customer calls.
- Provides annual total sales revenues that equals or surpasses assigned quotas

**REQUIREMENTS**:

- Bachelor's degree or equivalent
- Minimum 7 years of Sales experience and in depth knowledge of international trade service with emphasis on customs regulations and procedures in the U.S., Canada, Mexico as well as transportation procedures and regulations in the three countries
- Excellent listening skills in order to identify customer needs
- Excellent communication and presentation skills in order to offer solutions to customer needs & resolve any problems to customer satisfaction
- Self-starter, self-motivated to accomplish sales goals and objectives
- Very good organizational skills and time management to help with territory planning and

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