Job Description

The Senior Specialist - Program Management is a direct selling position responsible for all aspects of the sales process (starting from lead generation to lead conversion) for both new and existing Customers. The Senior Specialist - Program Management is responsible for signing new business within a Potential industry vertical for both new customers and existing customers. The Senior Specialist - Program Management identifies key trends by industry vertical and region to determine new sales opportunities. For existing customers, the Senior Specialist - Program Management is responsible for documenting and driving an account growth strategy.

PRINCIPLE DUTIES, AND RESPONSIBILITIES

Prospecting and lead generation within assigned group of target customers through proactive networking and leveraging existing relationships within the broader FedEx enterprise. Developing the sales strategy for the deployment of the Company's services to customer opportunities within an industry vertical. Partner with teammates in other functions and operating companies to develop and document account strategies for assigned customers. Lead the qualification process of new accounts through direct customer solicitation. Responsibility includes qualification services, the identification of target opportunities, and the management of the process for qualifying opportunities. . Collaborate across functional areas in development of solutions, proposals, and pricing models. This includes attending sales calls to further define the opportunity and develop the value proposition for account closure. Manage the proposal and presentation process. Actively collaborate with Sales teammates in other operating companies who interact with the same target customers. Utilize established processes and tools and ensure all data is accurate and up-to-date. Provide weekly reporting on all accounts in stages for new business development. Identify the work to be provided by the Company's team to ensure proposals, account sales strategy, and proposal presentations are generated professionally and provide an excellent opportunity for account award. Directly lead the sales effort for the Company, including evaluation of account interest, presentation of services, development of the proposal for services and final presentation. Provide leadership for sales to the Company by continuously energizing the effort for moving new potential customers through the sales cycle in a professional, passionate, and engaging manner. Develop gross revenue set as target and HUNT for new global accounts. Ensures attainment of revenue and margin/yield goals for assigned FedEx accounts. Develops and implements a comprehensive strategy for each account that ensures attainment of all required sales activities to include sales calls, service calls, proposal presentations, VIP trips, as well as any other sales activities. Establishes relationships with senior officer levels within assigned accounts. Develops and maintains account intelligence system that records, stores, and reports all sales activities, account information, marketplace and industry information, competitive information, as well as any other necessary information. Directs the development and implementation of sales and marketing programs within assigned accounts. Monitors FedEx Companies product quality and customer satisfaction within assigned accounts. Directs and/or executes problem resolution for all assigned accounts. This position will require collaborative selling with FedEx Express sales team, as well as the ability to work effectively and efficiently with the other FedEx operating companies. Position requires approximately travel covering the region.

JOB SPECIFICATIONS FOR SUCCESSFUL PERFORMANCE

Academic:

Master's degree or equivalent, preferably in business.

Experience & knowledge:

15+ years of directly related contract logistics ( Warehouse & Transportation ) or supply chain experience. Preferred for candidate to have global account strategic development experience Provide market data such as potential customer , new entrants to India market, competitors etc Achieve major account sales goals & to plan & to execute major customer sales strategies. Ability to seek out available resources to create preliminary comprehensive account overviews and summaries. Basic financial competitive analyses by industry vertical, quantitative benchmarking preferred. Track record of success in on -boarding big customers/ projects, growing business from scratch. Experience in Domestic transportation and/or distribution business development . Have good relationship with some better/ bigger customers that can be on-boarded in the first year itself The ability to function and flourish in a matrix management company. Fluency in English & local language, both spoken and written.

Attribute:

Effective analytical, problem solving, communication, negotiation, consultative selling, relationship building skills. Self-starter who is self-motivated to accomplish sales goals and objectives with minimal daily supervision. Professionalism and persuasive presentation skills with the ability to grasp and communicate complex value propositions.

The Company

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FedEx Logistics provides e-Commerce, freight forwarding, as well as import and export services that allow companies to reach markets throughout the world. They help customers of all sizes solve the intricacies of shipping goods globally by providing comprehensive international ocean and air freight forwarding, surface transportation and distribution, customs brokerage, trade and customs advisory services, and advanced e-commerce and trade facilitation solutions.

The Philosophy

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People-Service-Profit (P-S-P). We take care of our People so that they can deliver impeccable Service to our customers who will give us the Profit necessary for FedEx to be successful. Our success in the industry is attributed to our people. Through our P-S-P philosophy, we have a work environment that encourages employees to be innovative in delivering the highest possible quality of service to our customers. We care for our employees' well-being and value their contributions to the company.

The Culture

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We honor innovation, integrity and diversity. We have many formal policies, procedures and programs to bring out the best in our staff, individually and in teams.

The Mission

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We strive to be the Best Company to work for with the Best Service and the Best Brand in our industry.


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