Business Development Manager

Job Description

American Express is a leading global payments network backed by one of the world's most recognized brands. Global Corporate Services (GCS) is a core operating group of American Express and has delivered robust growth over the past decade. GCS partners with corporate clients to help them with working capital needs and manage supplier and travel expenses through proprietary payment solutions and expense management tools.

The Middle Market Sales & Business Development Manager role is focused on acquiring and growing American Express business with US companies with annual revenue of $10M-$300M.

Job responsibilities:

• Drive growth and new business expansions and Cross-Sales from a pool of existing high-priority clients with annual revenue of $10M-$300M in primary and secondary markets
• Achieve Expansion/Cross-Sale CV targets
• Sell core American Express solutions
• Execute a transactional sales cycle
• Spend significant time identifying opportunities and managing expansion commitments through the first 13 months of Booked Charge Volume
• Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements

Qualifications

1. Demonstrating value
   • Proactively and consistently demonstrates the value of partnering with Amex, highlighting key pillars of the value proposition
   • Documents and communicates the ROI of growth opportunities, identifying benefits and synergies with current products
   • Proven consultative sales skills including negotiation, influencing ability, and executive presence
2. Closing
   • Track record that demonstrates exceptional ability to obtain new business or grow existing business relationships
   • Gains a commitment from the client to move forward by asking for the business and successfully managing objections
   • Overcomes objections and resistance to proposed solutions with key client decision makers and mobilizes them to action
3. Results focus
   • Demonstrates a competitive, positive, “driven” attitude, quickly adapts to different situations, and recovers from setbacks
   • Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise
4. Influence & persuasion
   • Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/ or services
   • Utilizes innovativeness and compelling rationale to overcome complex client barriers, enabling mutually-beneficial outcomes
5. Account management & pipeline management
   • Co-manages a pipeline of opportunities, leveraging client data/ analytics to plan and prioritize activities within large portfolios
   • Leverages lead sources to identify opportunities and proactively schedule warm account review appointments with clients
6. Consultative selling
   • Effectively identifies client needs with Middle Market Client Group input to configure solutions that address client requirements and deliver value
   • Positions products and services to meet specific client needs and solicits feedback about the value of proposed solutions
7. Market, industry, & product knowledge
   • Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations
   • Possess expertise and consults on the full suite of American Express products and tools, including B2B solutions
   • Strong Financial and Business Acumen

Additional Requirements

• Sales experience required
• Bachelor's degree required
• Candidate must reside in the Greater St. Louis area.

Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.
ReqID: 19019208
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Dec 17, 2019, 3:36:50 AM