Manager - Sales Account Development

American Express•New York, NY

9h•$69,750 - $128,000•Hybrid

About The Position

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express. How will you make an impact in this role? The Field Account Development Manager sits within a geographical territory and is responsible for the retention and continuous growth of our existing US Small & Medium Enterprise key client relationships, through face-to-face interactions. This entails having overall management of a defined portfolio of key existing accounts, identifying the evolving needs of our clients, ensuring we continue to serve those needs with our array of cash flow and payment solutions, to deepen our relationship with these clients. The key measurements of success for this Manager will be portfolio level account retention and volume growth. This is a field-based role in which in person engagement with the client base through face-to-face interactions is required. Colleague must reside in one of the follow areas: Brooklyn; Metro NYC; Northern NJ

Requirements

Relationship management
Strong customer relationship building skills to follow through and motivate clients to act
Consultative selling
Effectively identifies client needs to configure solutions that address client requirements and deliver value
Closing
Overcomes objections and resistance to proposed solutions with key client decision makers
Influence & persuasion
Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
Demonstrating value
Proactively and consistently demonstrates the value of partnering with American Express
Results focus
Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks
Market, industry, & product knowledge
Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation
High learning agility
Intellectually curious
Collaborative and growth mindset
Personal accountability
Compliance focused
Excellent sales experience, 3 - 5 years minimum
Experience partnering with clients across various markets / industries
Experience in a highly-regulated industry

Nice To Haves

Bachelor's degree preferred

Responsibilities

Planning (10 – 20% of time)
Identify accounts that are not utilizing the full terms and benefits of their AXP commercial products and prioritize those clients, identify top client information and track opportunity development in CRM database
Relationship management (10 – 20% of time)
Proactively reach out to customers to uncover opportunities, treat the customer until there’s a change in customer spend in alignment with growth or retention conversations
Develop client specific value proposition, identify key steps (strategy and tactics) to meet short and long-term client objectives
Business travel, occasionally overnight, is required with the expectation of 50-80% of time spent in-market with clients
Client solution (20 – 30% of time)
Use consultative skills to maintain and develop the existing customer relationship and substantially grow charge volume (e.g., onboarding new vendors, expanding existing vendors, adding supplemental cards)
Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Pricing, Contract), key internal partners (Risk, UWA, PPI) and tools (ONE.force, C360)
Negotiate and close (20 – 30% of time)
Seek opportunities to up-sell and cross-sell commensurate with the needs of the client
Answer customer inquiries and bring in leadership, internal business partners and product specialists as appropriate to support growth opportunities and customers’ needs
Compliance (100% of time)
Ensure all aspects of the American Express Code of Conduct, and our Sales Practices policies, standard, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements

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 paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
Free and confidential counseling support through our Healthy Minds program
Career development and training opportunities