Managing Director, Strategic Account Management

General Summary

The Managing Director of Strategic Account Management creates, socializes, and leads the pursuit of a vision of effective Strategic Account Management, which becomes a competitive differentiator for FedEx Supply Chain in the eyes of clients, prospects, and employees. The Managing Director leads a team of Strategic Account Managers spanning all client verticals and services to excel in all areas of effective Strategic Account Management.

Primary Responsibilities

• Provides leadership to the strategic account manager team and all client-facing employees by
• • Inspiring the team with clear vision
  • Continuously improving psychological safety of direct reports and all teams supporting designated accounts; fostering an environment of initiative, trust, and growth mindset
  • Recruiting and hiring today's and tomorrow's top talent
  • Connecting corporate strategy with account strategy and individual employee objectives and key metrics
  • Mentoring and assisting employees to chart career goals, development plans, and stretch assignments
  • Measuring, targeting, and being accountable for employee satisfaction, retention, and productivity
  • Developing and nurturing a bench of future Strategic Account Managers
  • Publicizing employee accomplishments
  • Quickly, effectively, and respectfully managing performance gaps - always in a manner supportive of the employee's future success
• Partner with operations and functional leaders to develop and execute sales strategies, operational improvement initiatives, financial improvement initiatives, and business cases for transformation (e.g., in footprint, technology, services, etc.) that are consistent with the organization's commercial strategy.
• Provides leadership in using Quality Driven Management techniques within the business, encouraging use of analysis to drive decision making and development of improvements. Ensures team understands expectations and how information is reported and used.
• Actively participates in leadership development activities, including succession planning, coaching, and individual development planning within span of control.
• Establishes, leads, and maintains the Strategic Account Plan and associated compliance programs, processes, & systems.
• Collaborates on developing and continuously improving forecast projections with consistent, accurate and relevant revenue and expense budget models that meet company objectives, in addition to preparing monthly and annual sales forecasts.
• Creates a culture of collaboration across the enterprise and focus on leverage of the broader FedEx set of capabilities in solving customers' supply chain challenges.

Key Components of Effective Strategic Account Management:

1. Continuous alignment of expectations between client and FSC, between FSC departments, and from C-Level to temporary warehouse associate
2. Collaborative strategic planning that involves FSC Ops and functional leaders, client, key/strategic suppliers, and frontline client and FSC employees that is measured and reviewed quarterly at a minimum
3. Client intimacy - understand their business, industry, and competition as well as they do; accurately understand their view of FSC's strengths and weaknesses; accurately assess the client's current needs; anticipate the client's future needs; proactive solution development for the client's anticipated future needs that results in existing business retention and new business growth on existing accounts that supports company strategy
4. Continuously assess buyer roles (economic, technical, user, etc.) and monitor and action moves in and out of these roles; executive relationship mapping and development through intentional, planned engagement
5. Account financial management (measured, responsible revenue growth, profit growth, cash conversion cycle, ROIC, A/R)
6. Maintain and effectively communicate accurate assessments of account's strengths, weaknesses, opportunities, and threats
7. Continuous high quality needs assessment for FSC Operations and FSC employees supporting the account (requires accurate assessment of employee satisfaction)
8. Risk prediction and mitigation (risk of retention of clients, volumes (requires client competitor/market insight), employees, revenue, profit)
9. Commercial management (pricing, scope creep, contracts/SOWs, SLA/KPI management, change management)
10. Quality management through process development and improvement; continuous alignment on key metrics, performance indicators, and service level agreements; troubleshooting, root cause analysis, rapid containment, problem resolution / nonconformance management
11. Measure, plan, and increase client loyalty (including references, awards, publications, industry presentations, etc.)
12. Establish and maintain internal and external communication cadence.

Education/Experience

• Advanced degree in Business preferred. BA/BS degree in Marketing, Sales or other related operations discipline is strongly preferred. Alternatively, military rank at O5. Additional job-related certifications preferred.
• A minimum of ten (10) years of proven experience in a multi-customer logistics environment and experience designing and managing strategic account programs/teams is required.
• Experience and understanding in a customer-facing operational role.
• Experience in driving enterprise-wide initiatives, while managing a specific account manager team.
• Proven leadership with a demonstrated track record of performance and budget achievements and at least five years of broad-based, progressive commercial management experience, including supply chain management.
• Demonstrated ability to develop, maintain and grow customer relationships.
• Outstanding interpersonal skills and the ability to relate both up and down the client's table of organization.
• Strong network of contacts in the logistics, supply chain, transportation and/or retail industries.
• Ability to handle multiple projects and tasks in short time frames.

Physical/Cognitive Requirements

With or without accommodation:

1. Ability to follow policies and procedures.
2. Ability to read, write and interpret information.
3. Ability to add, subtract, multiply and divide.
4. Ability to use hands to manipulate, handle, or feel.
5. Ability to sit/walk/stand for up to 8 hours per day.
6. Must possess visual acuity, i.e., close, distance, and color vision, depth perception and the ability to adjust focus.

Working Conditions

General office environment that is generally favorable. Lighting and temperature are adequate, and there are no hazardous or unpleasant conditions caused by noise, dust, etc. Work is generally performed within an office environment with standard office equipment available.

ADA

The Company is committed to making reasonable accommodations for qualified individuals with disabilities in accordance with the ADA and any other applicable federal, state, or local laws. If you require an accommodation to perform the job, now or in the future, please contact your Human Resources Representative. Upon request, Human Resources will engage in an interactive process with you to determine whether or not a reasonable accommodation is available.

Disclaimer

The above information is only an illustration of the general nature and level of work performed by the employee within this classification. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position.

The job description does not constitute an employment agreement between the Company and employee and is subject to change by the Company as the needs of the Company and requirements of the job change.

FedEx Supply Chain, Inc., as well as its subsidiary companies, is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.
FedEx Supply Chain is committed to providing access, equal opportunity, and reasonable accommodation for qualified individuals with disabilities in its application procedures, hiring, and other terms and conditions of employment. To request a reasonable accommodation, please contactFSC.TalentAcquisition@fedex.com.
**Competitive Pay**: FedEx Supply Chain offers competitive hourly rates depending on your location and experience.