Location: Baroda
Funcion: Sales
Job Title: Account Executive (requires excellent communication skills)
Reports to: District Sales Manager
Job Purpose Statement :
Achieves/exceeds revenue goals for a territory by using appropriate sales techniques and processes to close, retain and grow profitable business that directly supports the Company's mission and business plan.
Focuses on achieving the required Customer Experience by developing and maintaining professional relationships that inspire trust and loyalty in the FedEx business.
Key Accountabilities:
Business and Technical Knowledge - Develops and maintains a depth/breadth of knowledge of the FedEx business (products and service capabilities, technology, strategies etc), together with relevant knowledge of industry and market environment factors (competitor, economic trends, trade customs etc). Proactively uses knowledge to improve overall results and services provided.
Planning and Organising - Plans and organises time and territory in the most effective way to achieve/exceed short-term goals and overall productivity targets. Focuses on the need to close business (face to face calls, cold calls, selling hours etc) whilst maintaining the account and developing incremental business. Includes appropriate research of information relating to Customers and their business and timely completion of administration etc.
Customer Relationships and Team Alignments - Develops and maintains effective professional relationships that facilitate co-operation and trust.
Includes a network of contacts within the Customer's business, sales and key support groups (ops, customs, finance). Aligns with them to initiate and secure actions needed to adapt processes, resolve issues and/or progress opportunities for account development. Shares knowledge with relevant individuals/ teams.
Closing New Business - Develops understanding of each prospective Customers' business and requirements, whilst establishing effective relationships that reflect the Customer Experience strategy. Uses effective sales processes and techniques to negotiate and close profitable new business that is aligned with the FedEx sales goals, whilst providing the most effective solution for the Customer's business.
Account Management and Incremental Business - Uses structured techniques to identify and develop revenue growth opportunities that also add value to the Customer's business. Advises on appropriate FedEx products and services from the full portfolio. Closes profitable business and follows through to ensure related actions are completed. Includes aligning with other Sales Teams and supporting them in establishing, maintaining and growing designated accounts that may have significant revenue potential.
Ongoing focuses on ensuring that each Customer's requirements and issues are correctly identified and addressed.
Maximises Profitability - uses effective methods to implement changes relating to target pricing, rate reviews and pricing programs. Includes optimising productivity through territory planning.
Supports revenue growth, account retention and development by identifying and evaluating potential opportunities/ issues. Achieves a successful conclusion by securing the necessary support within FedEx and the customer's business.
Administration and Reporting - Supports divisional performance tracking and strategic planning by completing accurate and on-time standardised and ad-hoc reports of Sales K.P.I.'s (top customers, prospects, sales activities, commitments etc).
Performs miscellaneous administrative tasks including creating and maintaining accurate and timely customer details within defined systems and responding to correspondance and enquiries.
Continuous Improvement - Develops expertise while supporting Sales initiatives and process improvements. Participates in miscellaneous projects, trials, and/or recruitment initiatives, providing structured and focused feedback on outcomes.
Funcion: Sales
Job Title: Account Executive (requires excellent communication skills)
Reports to: District Sales Manager
Job Purpose Statement :
Achieves/exceeds revenue goals for a territory by using appropriate sales techniques and processes to close, retain and grow profitable business that directly supports the Company's mission and business plan.
Focuses on achieving the required Customer Experience by developing and maintaining professional relationships that inspire trust and loyalty in the FedEx business.
Key Accountabilities:
Business and Technical Knowledge - Develops and maintains a depth/breadth of knowledge of the FedEx business (products and service capabilities, technology, strategies etc), together with relevant knowledge of industry and market environment factors (competitor, economic trends, trade customs etc). Proactively uses knowledge to improve overall results and services provided.
Planning and Organising - Plans and organises time and territory in the most effective way to achieve/exceed short-term goals and overall productivity targets. Focuses on the need to close business (face to face calls, cold calls, selling hours etc) whilst maintaining the account and developing incremental business. Includes appropriate research of information relating to Customers and their business and timely completion of administration etc.
Customer Relationships and Team Alignments - Develops and maintains effective professional relationships that facilitate co-operation and trust.
Includes a network of contacts within the Customer's business, sales and key support groups (ops, customs, finance). Aligns with them to initiate and secure actions needed to adapt processes, resolve issues and/or progress opportunities for account development. Shares knowledge with relevant individuals/ teams.
Closing New Business - Develops understanding of each prospective Customers' business and requirements, whilst establishing effective relationships that reflect the Customer Experience strategy. Uses effective sales processes and techniques to negotiate and close profitable new business that is aligned with the FedEx sales goals, whilst providing the most effective solution for the Customer's business.
Account Management and Incremental Business - Uses structured techniques to identify and develop revenue growth opportunities that also add value to the Customer's business. Advises on appropriate FedEx products and services from the full portfolio. Closes profitable business and follows through to ensure related actions are completed. Includes aligning with other Sales Teams and supporting them in establishing, maintaining and growing designated accounts that may have significant revenue potential.
Ongoing focuses on ensuring that each Customer's requirements and issues are correctly identified and addressed.
Maximises Profitability - uses effective methods to implement changes relating to target pricing, rate reviews and pricing programs. Includes optimising productivity through territory planning.
Supports revenue growth, account retention and development by identifying and evaluating potential opportunities/ issues. Achieves a successful conclusion by securing the necessary support within FedEx and the customer's business.
Administration and Reporting - Supports divisional performance tracking and strategic planning by completing accurate and on-time standardised and ad-hoc reports of Sales K.P.I.'s (top customers, prospects, sales activities, commitments etc).
Performs miscellaneous administrative tasks including creating and maintaining accurate and timely customer details within defined systems and responding to correspondance and enquiries.
Continuous Improvement - Develops expertise while supporting Sales initiatives and process improvements. Participates in miscellaneous projects, trials, and/or recruitment initiatives, providing structured and focused feedback on outcomes.
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