Manager-Account Development (AIA)

American Express - South Riding, VA4.1

Full-timeEstimated: $86,000 - $120,000 a year
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The Global Commercial Services (GCS) US Large Market Client Group manages commercial payment relationships with clients, including many multi-national organizations and acquires new corporate payments customers with annual sales of $300M+.

The Account Development Manager is responsible for deepening account relationships and growing the commercial payments spend in a portfolio of up to approximately 10 accounts ranging across various industries.

Job Responsibilities:
Must be able to probe client to understand needs; then have the knowledge and savviness to discuss business to business solutions that fit those needs
Serve as payments expert for all corporate payments solutions within portfolio to deliver on the GCS value proposition
Engage, develop and strongly influence mobilizers across multiple levels within the client’s organization to demonstrate American Express’ differentiated value and achieve profitability objectives
Attend earnings calls, review annual financial reports, 10-K, and other financial tools to help identify and analyze client growth opportunities
Interface with various divisions of American Express to develop and implement customized and strategic account plans
Achieve portfolio growth and retention targets
Influence and innovate to overcome complex client barriers, resolve escalated issues, and manage internal stakeholders
Lead development of proposals and pricing for client renewal and expansion, negotiate client contracts, and oversee implementation of solutions
Use the Challenger Selling Model as a guide to teach clients, problem-solve, and tailor sophisticated commercial card solutions (Corporate Card, Purchasing Card & B2B Solutions)
Identify portfolio growth opportunities and deliver on plan to achieve, collaborating with internal resources to maximize/expand supplier network and spend growth
Proactively provide expertise on policies, benchmarking, and recommendations to optimize programs, reduce costs and drive efficiencies for clients
Identify and develop relationships with decision-makers within client organizations to influence program management and growth.
Seeking a minimum of 5 years prior strategic relationship management and/or sales experience within financial services. Ideal skill set includes the following:

Influence & persuasion
Uses appropriate interpersonal styles and communication methods to gain acceptance from clients for a plan or product
Utilizes innovativeness to overcome complex internal and external client barriers, enabling desired outcomes
Strategic thinking
Seeks to understand clients' opinions, positions, and emotions to solve problems and negotiate mutually-beneficial outcomes
Proactively focuses on results, outcomes, and achievements, anticipating and overcoming obstacles as they arise
Client enablement
Uses strong client relationships to establish a positive rapport and together brainstorm new ways to meet client objectives
Teaches clients to resolve non-strategic issues independently using available resources, including self-service tools
Financial acumen
Understands clients' operational and financial factors and uses this knowledge to drive Expansions/ incremental CV growth
Collects, analyzes, and evaluates client and internal metrics, data, and benchmarks to determine actions and solutions
Consultative approach
Uses appropriate questions to help clients clarify their needs and gain understanding of how to best deliver value
Proactively provides expertise on policies, benchmarking, and recommendations to reduce costs and drive efficiencies
Relationship-focus
Combines a depth of payment expertise with a consultative approach to build clients’ trust and fuel their success
Responds to appropriate client issues rapidly and effectively and ensure delivery of prompt and expert service to clients
Qualifications
Financial services experience is a must
Experience managing growth Travel & Entertainment and Business 2 Business portfolios consisting of clients with $300M+ annual sales revenue
Strong excel and power point presentation is a must
Strong financial acumen a must; ability to understand and read Profit and Loss statements/reports
Experience building (and deepening) new client relationships across a client’s organization
Experience providing account servicing and management
Prior knowledge in the strategic sales process of growing an existing client base
Sell with integrity, in alignment with compliance and internal partner business requirements
Experience with CRM tools preferred
Bachelor’s Degree required
MBA Degree preferred
Virtual Office Experience preferred
Must meet with clients at least 6 times per month
Must reside in the MD/NOVA area
Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.

ReqID: 18017240
Schedule (Full-Time/Part-Time): Full-time
Date Posted: May 29, 2019, 1:12:02 PM