Manager-Strategic Acquisition
About The Position
As a Business Development Manager – MMA Tele, you will engage prospective Middle Market customers, primarily by telephone, to understand complex business needs and recommend American Express solutions. The role manages the end-to-end sales cycle, provides consultative guidance and sales support, and develops relationships with business and financial decision-makers at companies with annual revenues between $4 million and $10 million. You will diagnose business challenges, build business cases, and coordinate American Express products, technology, and expertise to address customer needs. The position is designed for a motivated sales professional who wants to develop consultative B2B selling expertise, commercial payments knowledge, and experience with financial solutions. You will receive training, coaching, and development opportunities while working in a goal-oriented, performance-driven sales environment. The position requires representing American Express professionally and with integrity, following its Code of Conduct and sales practices, and operating within applicable processes and procedures. Employment eligibility to work in the United States is required; American Express will not pursue visa sponsorship. The role may be onsite, hybrid, or virtual depending on the position and business needs.
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 rapport and credibility with business decision-makers without relying on in-person engagement.
- Ability to conduct effective discovery, 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.
- Coachable, motivated, and comfortable working in a goal-oriented, performance-driven telesales environment.
- Exceptional discovery skills, curiosity, and business acumen to understand how a client’s organization operates before recommending solutions.
- Ability to uncover stated and unstated client needs and translate them into a differentiated solution strategy.
- 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 articulate ROI and business impact.
- Ability to learn and position technology-enabled solutions, explaining capabilities and value without needing to be the technical expert in every aspect.
- Exceptional communication skills and ability to translate complex solutions into compelling, actionable value for clients.
- Analytical thinking, execution focus, and results orientation.
- Confidence maintaining high standards in a regulated environment.
- Competitive, confident, composed under pressure, collaborative, and growth-oriented.
- Ambition and ability to work independently, think creatively, and drive measurable business outcomes within a large institutional culture and its workflows.
- Adaptability in fast-changing environments.
- Expertise in CRM management, pipeline forecasting, and disciplined sales execution.
- Bachelor’s degree required.
- Employment eligibility to work in the United States; visa sponsorship is not available.
Nice To Haves
- Experience with consultative or solution-based selling.
- Experience in payments, financial services, or related industries.
- Advanced degree or equivalent professional experience.
Responsibilities
- Manage the end-to-end sales cycle for assigned leads and opportunities, engaging prospective Middle Market customers primarily 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 with assigned leads to progress qualified opportunities through the sales cycle.
- 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 suitable American Express solutions based on identified customer needs.
- Communicate the value of American Express solutions, including potential benefits related to 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 Risk, Underwriting, Product, and other specialists as needed to support 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 providing a consistent, professional customer experience.
- Close qualified opportunities and transition accounts to the appropriate Account Development team for ongoing relationship management and growth.
- Represent the American Express brand professionally, with integrity and a customer-first mindset.
- Uphold the American Express Code of Conduct and applicable Sales Practice standards, and follow established processes and procedures.
- Orchestrate 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 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 the Healthy Minds program
- Career development and training opportunities
- World-class training
- Leadership development
- Autonomy to make an impact
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
