Lead Area Sales Manager - Mail Innovations (Remote)

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Job Description:

The Lead Area Sales Manager is responsible for managing the performance of Strategic Account Managers within the Mail Innovations portfolio to drive strategic revenue growth, retention, and portfolio expansion across key customer segments. He/She provides performance management, strategic guidance, and executive-level support to AEs to strengthen long-term customer relationships, improve account health, and advance commercial outcomes. This role serves as a liaison between MI Sales Leadership, Operations, and internal cross-functional teams to ensure alignment on customer strategy, implementation, and issue resolution. The Lead Area Sales Manager ensures consistent execution of the Mail Innovations commercial strategy and drives operational collaboration to support growth and customer satisfaction.
 

Responsibilities and Duties

• Leads and coaches Strategic Account Managers on account planning, portfolio strategy, and revenue growth tactics across the Mail Innovations customer base
• Conducts executive-level customer engagements with Strategic Account Managers to reinforce value positioning, strengthen senior stakeholder relationships, and protect long-term revenue streams
• Drives adoption of strategic business plans to support retention, account penetration, and profitable portfolio expansion
• Partners with MI Operations and cross-functional stakeholders to ensure seamless implementation, service performance, and customer issue resolution
• Provides performance feedback and career development support to Strategic Account Managers to ensure readiness, accountability, and ongoing capability growth
• Reviews portfolio performance reporting and sales metrics to identify trends and develop targeted action plans for improvement
• Oversees account escalations and aligns internal resources to protect customer experience and contractual obligations
• Facilitates sales meetings and business reviews to provide visibility into portfolio performance, strategic initiatives, and customer opportunities
• Collaborates with MI Sales Leadership to prioritize pipeline strategy, operating plans, and customer retention initiatives
• Ensures consistent application of commercial standards, pricing strategy, program governance, and MI go-to-market processes
• Generates regular progress and status updates to MI Sales Leadership
• Audits and approves expense reports of direct reports
   

Knowledge and Skills

• Applies Service, Product, and Customer Technology Knowledge: Demonstrates deep familiarity with Mail Innovations services, postal ecosystem considerations, and supporting technology; articulates MI value proposition within customer workflows
• Business, Financial, and Industry Knowledge: Understands cost-to-serve, rate governance, and commercial impacts across the MI portfolio; applies industry trends to portfolio strategy
• Coaches Sales Team Members: Develops Strategic Account Managers on strategic selling, account planning, commercial storytelling, and executive relationship management
• Conducts Competitive Analysis: Interprets competitive offerings across hybrid postal logistics, digital mail, and alternative delivery channels; uses insights to shape retention strategy
• Conducts Customer Analysis: Leverages account performance, volume trends, and operational data to anticipate risk and identify opportunity
• Creates Account Strategies: Guides Strategic Account Managers in building multi-year customer development plans aligned to portfolio health and growth objectives
• Negotiation: Supports Strategic Account Managers in contract discussions and renewal positioning related to pricing, volume, and service commitments
• Solves Customer Problems: Identifies root causes behind customer escalations and drives resolution through operations alignment and internal advocacy
• Strategic Customer Partnerships: Builds credibility with executive stakeholders and enables AEs to deepen strategic account relationships
• Supply Chain / Mail Operations Knowledge: Maintains working knowledge of MI operational models, postal dependencies, and net