Strategic Sales & Business Development Manager

American Express

About The Position

International Card Services (ICS) brings together International Consumer and Small & Medium Size Enterprises (SME) issuing activities, as well as Commercial Large Market sales and account development teams. ICS issues Cards in 27 countries and is responsible for two Joint Ventures covering around a dozen countries. Local leaders are empowered to make decisions in partnership with other local business leaders, supported by the Centre of Excellence and Risk & Control Management cross-market teams. The Strategic Sales Team is a high-performing, customer-facing, field-based sales team focused on prospecting companies with turnovers of £30M and above. Its mission is to deliver sustainable profitable growth for the Corporate UK Card Services organization. The role focuses on selling Travel and Entertainment (T&E) and Business-to-Business (B2B) payment solutions, including Business Travel Account, Corporate Card, and Corporate Purchasing Card products. The successful candidate will develop new corporate customers, manage complex sales cycles, influence senior stakeholders, and collaborate with internal partners to deliver a strong customer experience. The role may be virtual or hybrid depending on the candidate’s location and business needs. Those within commuting distance of a company office may be designated hybrid and generally expected to work from the office three days per week. Those outside commuting distance may be eligible for a virtual arrangement, subject to company policy, business needs, and applicable law. Employment eligibility to work in the UK is required; the company will not pursue visa sponsorship.

Requirements

Proven track record of overperformance in a corporate sales environment.
Experience selling both T&E and B2B payment solutions.
Ability to navigate matrix organisations and influence multiple stakeholders.
Experience in data-insight-led self-generation strategies.
Proven experience selling to C-suite stakeholders in corporate companies.
Exceptional written and verbal communication skills.
Strong commercial acumen and understanding of P&L construct.
Experience negotiating contracts, including financial incentives.
Excellent presentation skills.
Strong rapport-building and networking capabilities.
Understanding of risk factors affecting commercial deal negotiation.
Eligibility to work in the UK; visa sponsorship will not be pursued.

Nice To Haves

Face-to-face commercial sales experience is preferable.

Responsibilities

Develop and execute a strategic plan to identify, engage, and acquire new corporate customers with annual turnovers of £30M and above.
Drive sustainable profitable growth through sales of T&E and B2B payment solutions, including Corporate Card, Business Travel Account, and Corporate Purchasing Card products.
Build and manage a robust sales pipeline through prospecting, networking, referrals, market intelligence, and data-led self-generation strategies.
Lead complex sales cycles from initial engagement through contract negotiation, implementation, and successful handover.
Engage and influence senior decision-makers, including CFOs, Finance Directors, Procurement Leaders, and other C-suite stakeholders, with value-based propositions.
Understand client objectives, payment processes, working capital requirements, and business challenges, and translate them into tailored solutions.
Navigate matrix organisations and build relationships with multiple stakeholders to drive consensus and accelerate decisions.
Negotiate commercial agreements, pricing structures, and financial incentives while balancing customer needs with profitability and risk considerations.
Collaborate with Marketing, Product, Implementation, Risk, Credit, and Account Development teams to deliver an exceptional customer experience.
Maintain accurate pipeline management, forecasting, and activity reporting through CRM systems and sales tools.
Achieve and exceed individual sales targets, key performance indicators, and revenue objectives.
Represent American Express at customer meetings, industry events, and networking opportunities, and build relationships within the business community.