Manager, Business Development – Middle Market Tele Acquisition

American Express • Phoenix, AZ

4d • $86,250 - $158,250

About The Position

American Express is hiring a Business Development Manager for Middle Market acquisition. The role serves prospective companies with annual revenues between $4 million and $10 million, engaging primarily by telephone to understand complex business needs and recommend relevant American Express products and software. The manager provides end-to-end sales support, develops relationships with business and financial decision-makers, builds business cases, and coordinates internal expertise to deliver solutions related to commercial payments, financial efficiency, and expense management.

The position involves consultative B2B selling in a structured, goal-oriented telesales environment. The manager develops expertise in commercial payments and financial solutions through training, coaching, and market research, while representing American Express with professionalism, integrity, and a customer-first approach. Qualified opportunities are closed and transitioned to the Account Development team for ongoing relationship management.

Requirements

• At least 3 years of experience in B2B sales, inside sales, business development, financial services, or a related customer-facing sales environment.
• Experience managing and converting leads through telephone-based customer engagement.
• Demonstrated ability to achieve sales, conversion, or performance goals in a structured sales environment.
• Strong telephone communication skills and ability to build credibility and rapport with business decision-makers without in-person engagement.
• Ability to conduct effective discovery conversations, identify customer needs, and communicate a clear value proposition.
• Strong organization and pipeline-management skills, including consistent follow-up and accurate CRM activity.
• Comfort discussing basic financial concepts and business value, and willingness to develop deeper commercial and financial acumen.
• Ability to work in a goal-oriented, performance-driven telesales environment; coachability and motivation.
• Exceptional discovery skills and business acumen to understand client operations before recommending solutions.
• Ability to uncover stated and unstated client needs and translate them into differentiated solution strategies.
• Understanding of financial and operational workflows, including employee spend, accounts payable, payments, working capital, controls, and process efficiency.
• Ability to interpret client financial statements, understand balance-sheet dynamics, identify working-capital opportunities, and explain ROI and business impact.
• Ability to learn and position technology-enabled solutions and explain their capabilities and value.
• Ability to coordinate specialist teams while maintaining ownership of the client relationship and sales strategy.
• Exceptional communication skills to translate complex solutions into compelling, actionable client value.
• Analytical thinking, execution focus, and results orientation.
• Confidence maintaining high standards in a regulated environment.
• Ability to remain composed under pressure and work collaboratively with a growth-oriented mindset.
• Ability to work independently, think creatively, and drive measurable business outcomes within institutional workflows.
• Adaptability in fast-changing environments.
• Expertise in CRM management, pipeline forecasting, and disciplined sales execution.
• Bachelor’s degree preferred.
• Eligibility to work in the United States; American Express will not pursue visa sponsorship for these positions.

Nice To Haves

• Experience in consultative or solution-based selling.
• Experience in payments, financial services, or related industries.
• Bachelor’s degree.

Responsibilities

• Manage the end-to-end sales cycle for leads and opportunities, primarily engaging prospective Middle Market customers by telephone.
• Connect with business and financial decision-makers to understand priorities and identify opportunities for American Express software and product solutions.
• Follow up consistently and promptly on assigned leads to progress qualified opportunities.
• Manage the sales pipeline, maintain accurate records, forecast opportunities, and work toward established sales goals.
• Use available data, insights, and sales tools to prioritize opportunities and determine next steps.
• Conduct discovery conversations to understand business needs, challenges, and current payment and expense-management practices.
• Recommend appropriate American Express solutions based on identified customer needs.
• Communicate the value of American Express software and products, including potential benefits involving working capital, expense management, payment efficiency, and rewards.
• Develop knowledge of Middle Market customers, commercial payments, and the American Express product suite through training, coaching, and market research.
• Partner with internal teams, including Risk, Underwriting, and Product, to support customer opportunities.
• Guide qualified prospects through the sales process, answer questions, and explain relevant products, terms, and value propositions.
• Conduct sales conversations and negotiations appropriate to the size and complexity of assigned opportunities.
• Work toward individual sales and conversion goals while delivering a consistent, professional customer experience.
• Close qualified opportunities and transition accounts to the appropriate Account Development team.
• Represent American Express professionally and uphold a customer-first mindset.
• Follow the American Express Code of Conduct, applicable Sales Practice standards, and established processes and procedures.
• Exercise sound judgment and ethical decision-making in customer interactions.
• Uncover stated and unstated client needs and translate them into differentiated solution strategies.
• Discuss financial and operational workflows, including employee spend, accounts payable, payments, working capital, controls, and process efficiency.
• Interpret client financial statements and balance sheets, identify working-capital opportunities, and articulate ROI and business impact.
• Coordinate product, technology, implementation, risk, pricing, and other specialists while retaining ownership of the client relationship and sales strategy.

Benefits

• Competitive base salaries
• Bonus incentives
• 6% company match on retirement savings plan
• Free financial coaching and financial well-being support
• Comprehensive medical, dental, vision, life insurance, and disability benefits
• Flexible working model, with hybrid, onsite, or virtual arrangements depending on role and business need
• 20+ weeks of paid parental leave for all parents, regardless of gender, for pregnancy, adoption, or surrogacy
• Free access to global onsite wellness centers staffed with nurses and doctors, depending on location
• Free and confidential counseling support through the Healthy Minds program
• Career development and training opportunities
• World-class training and leadership development

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed