Field Account Manager-Midwest (OH, PA, and Eastern Michigan)

  • Endicia
  • Cleveland, OH, USA
  • Apr 27, 2021

Job Description

Overview The Field Account Manager (FAM) Midwest works direct with our large shipping clients to ensure we grow volume and retain existing business. The role is responsible for revenue growth within a specified portfolio of managed accounts, customer satisfaction, and client retention. The FAM is responsible for maintaining and growing external relationships with employees from the United States Postal Service and other channel partners, as well as, internal cross functional teams. This position works remotely and can be located in OH, PA, and Eastern Michigan. Endicia’s Sales organization leads the company’s efforts to grow market share. The Sales team plays a key role in building loyalty and trust with our customers. Our developed and motivated Sales teams implement company strategies and business processes which ensure sales targets are maximized. The Field Account Manager team works directly with channel partners and internal company teams across the organization to ensure client satisfaction and retention. WHO WE ARE Endicia, a wholly owned subsidiary of (NASDAQ: STMP), is a leading provider of internet-based postage services for e-commerce businesses of all sizes. Endicia’s postage and shipping solutions save time and provide access to the best possible U.S. Postal Service® rates. We know that shipping can be complex and our goal is to simplify your shipping operations so you can focus on doing what you do best. WHAT WE DO Endicia Company Overview:, Endicia® electronic postage solutions make it easier and more affordable to ship parcels through the U.S. Postal Service®. Our solutions have helped thousands of businesses print more than $14 billion in postage. As a long-time, trusted partner of the U.S. Postal Service, we've built our reputation on our commitment to simplifying, improving, and enhancing the shipping process for our customers. That's what we call “innovation with purpose.” Our customers view Endicia as vital to their businesses because we help them increase shipping efficiency saving them time, money, and resources. Whether you're a high-volume warehouse shipper, operating an e-commerce site from your home, or simply trying to get invoices out before the day is over, Endicia can help. Company Perks: Competitive pay, 401k with company match, Medical, Dental and Vision Insurance, Employee Stock Purchase Plan, Educational Reimbursement, Commuter benefits, Discount programs, Inventor patent bonuses Responsibilities Primary Objectives: Manage an assigned book of business. Reduce managed account churn. Build strong internal and external customer relationships. Be an industry expert and advocate. Essential Position Duties (typical monthly, weekly, daily tasks): Manage an assigned book of business. Annually increase portfolio revenue. Prepare an annual strategic plan for each managed account noting risks and opportunities Conduct quarterly QBR’s with assigned managed accounts. Introduce upgrades and new features where applicable. Reduce managed account churn. Take ownership of the customer experience post-sales. Develop multi-layered relationships within the account. Be available for all client needs. Walk warehouse floors and make recommendations. Build strong internal and external customer relationships. Act as the key point of contact (POC) for assigned customer’s day-to-day needs. Track the development and success of our customers, referencing their business goals and knowing how to accurately align with them. Effectively negotiate issues that may arise. Be an industry expert and advocate. Be a product expert and communicate the value in new products/features to assigned accounts. Stay abreast of industry news, innovations, trends, best practices, and make recommendations. Qualifications Education and/or Experience: Bachelor’s degree preferred. Minimum of two (2) years field sales experience required. Minimum of two (2) years relationship management experience. Shipping and/or eCommerce industry experience desired. Skills and Knowledge: Excellent verbal and written communication skills. Proven negotiation and closing skills. Strong customer relationship management skills. Ability to demonstrate critical thinking. Computer/Software/Application Proficiency: Working knowledge of Microsoft Office applications. SFDC/CRM experience a plus. Additional Job Duties: Sit for prolonged periods of time. Utilize wrist and hands for a prolonged period of time. Walk short distances. Stand for short periods. Speaking and conversing with others. Lift up to 25lbs without assistance up. Travel Requirements: 50% travel required. What Endicia provides to help you be successful in this role: Corporate credit card Laptop, iPad, iPhone Home office monitor Sales tools (, etc.) Cross functional support Opportunities for career growth EOE/M/F/Vet/Disability #LI-RS1