Manager of Business Development

American Express Global Business Travel•Washington, DC

4d•$88,200 - $163,800•Hybrid

About The Position

Amex GBT is seeking a highly skilled travel salesperson for its specialized, bespoke travel solution, Amex GBT Ovation, to join the US-based team. This is an individual contributor role focused on new sales acquisition of SME businesses. The ideal candidate will have a travel sales background working with financial services, law firms, and other high-touch professional services. The Manager of Business Development (MBD) will be responsible for driving new sales, delivering customized travel management solutions, and building senior-level client relationships. A strong understanding of technology tools and the ability to deliver client-specific solutions are essential.

Requirements

Aggressive prospecting and documentation; active development and management of pipeline to achieve goals and targets; prioritize opportunities by potential value, sales cycle length, and win probability.
Executive presence with exceptional relationship management and consultative sales approach to C-Level executives; tenaciously network to establish, maintain, and expand business relationships and referral sources.
Conduct deep discovery with CFOs, Procurement Leaders, and Corporate Travel Managers; effectively identify client needs and configure customized solutions, proposals, presentations, and technology demos.
Strong understanding of P&L and financial acumen to articulate cost of program benefits; demonstrate how Amex GBT Ovation meets long-term travel management needs and delivers measurable value.
Deep knowledge and delivery of the Amex GBT Ovation value proposition; strong understanding of the travel management landscape and competitive positioning.
Advanced proficiency with pipeline management and CRM systems, preferably Salesforce; ability to articulate needs and solutions to internal partners and leaders to drive business growth.
Exhibits professional and technical knowledge by attending industry events, reviewing professional publications, establishing personal networks, and participating in professional societies; understands market/industry competitors, challenges, terminology, technology, trends, and regulations.
Results-focused with strong influence and persuasion capabilities; demonstrates competitive, positive, driven attitude; quickly adapts to different situations and recovers from setbacks.
Uses appropriate interpersonal styles and communication methods to gain acceptance for products and services; positions products to meet specific prospect needs and solicits feedback on proposed solutions.
Proactively focuses on results, outcomes, and achievements; persistently overcomes obstacles and setbacks; demonstrates tenacity in building and expanding business relationship.

Nice To Haves

Travel sales background working with financial services, law firms and other high-touch professional services.

Responsibilities

Drive new sales from prospective clients within a given territory and spend segment.
Travel required at least 50% of the manager’s time to build and maintain relationships with new clients in addition to conducting regional prospect searches.
Achieve new monthly sales, transaction and Key Performance Indicator targets, maintain accurate records, such as daily activity and pipeline progress.
Develop deep knowledge of and sell Amex GBT Ovation by delivering compelling and relevant presentations, demonstrating the value of partnering with Amex GBT Ovation, and highlighting key pillars of the value proposition aligned to the prospect’s goals.
Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and managing new signings through the first 13 months of activation.
Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.
Gains a commitment from the prospect to move forward by asking for the business and successfully managing objections.
Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action.
Utilizes innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.
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.