American Express - Head - Sales Effectiveness - B2B

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Join Team Amex and let's lead the way together.

Job Purpose:

- To lead the sales effectiveness function for ICS (Intl Card Services) Commercial business, Amex India.

- This is a national role responsible for driving billings growth and increased profitability by working closely with the sales and account development teams. The incumbent will be responsible for overall pipeline management, offline prospecting, data-backed prospecting. lead management, cycle movement campaigns, and ownership of sales policies, practices, and procedures.

- The role will also include business planner functions involving sales target setting, forecasting, and budgeting.

- Management of scorecards and performance metrics will also be a key aspect.

- The incumbent is expected to have a strong external market understanding and leverage databases, publications, and available market research, to provide business insights to senior leaders and drive sales effectiveness

Key Accountabilities:

Sales Activity and Pipeline Management:

Scientific tracking of sales activity, monitor accuracy and timeliness of DSR report generation and review, lead generation and allocation ensuring fair distribution keeping the cost of acquisition low, ensuring pipeline is updated and accurate (for close dates, BBA). Ensure cycle movement and churning of opportunities to minimize ageing, reduce time to bill and drive WTT% in the overall portfolio. Working with implementation team to ensure low DUD rates and minimal backflow in application processing.

Data-backed prospecting:

Work with vendors to procure data to aid prospecting basis relevant industries, location, ratings, etc., procure leads from relevant databases through subscriptions or one time purchase, work closely with the acquisition marketing team to ensure lead flow to the sales team and management of the same. Leverage internal risk capabilities to vet existing leads for qualification and ensure higher conversion to wins

Sales Policy, Practices and Procedures:

Ownership of the sale policy, practices and procedure document, ensuring trainings for the sales teams with the updated document. Governance of rules of engagement to help team members function effectively across sales, AD teams

Portfolio tracking, Business planning, forecasting, target setting:

- Manage portfolio allocations and track BCV performance, monitor movement of accounts between teams, work with PPI team and Finance teams for business planning and forecasting of sales, budget numbers for Commercial business (including annual planning and subsequent in year rolling plan exercises). Individual target setting for sales team members

Dashboarding, MIS, Performance Tracking, Scorecards, YE evaluation:

Dashboards for monitoring business performance, sharing relevant MIS for BURs and senior leadership meets, Performance tracking using growth and leadership scorecards, year-end evaluation using plan vs. achieved

Qualifications and Competencies:

Qualifications:

- Graduate (MBA preferred), 7+ years of experience in sales / sales management

- Experience in lead generation and vendor management - related to lead gen, prospect databases

- Strong understanding of financial statements, ratios, cash flows, account receivables & payables, cash conversion cycle

- Work experience in the commercial cards space will be preferred, along with associated knowledge of industry practices, existing expense management solutions in the market, understanding of the travel industry across airlines, hotels, lodging, restaurant spends and associated data flows

- Good understanding of banking compliance, risk and regulatory requirements and emerging regulatory environment that will impact the BFSI sector

- Good Presentation & Analytical Skills

Competencies:

- Strategic thinking & effectiveness - ability to translate business objectives into actionable targets and drive sales/AD efforts for achieving the same

- Results oriented and good project management skills with previous people leadership experience preferable

- Proven track record of leading strategic initiatives and/or consulting engagements with ability to influence, drive change and gain buy in from leaders and cross-functional teams

- Understanding of financial services, particularly India Corporate and SME sector would be an asset

- Analytical and data driven, have a passion for creativity and innovation

- Superior oral and written communication skills and Thought leadership

This is not a hybrid role and the colleague is expected to be in office on working days if not out for meetings/events

Compliance Language:

We back our colleagues and their loved ones with benefits and programs that support their holistic well-being. That means we prioritize their physical, financial, and mental health through each stage of life. Benefits include:

Competitive base salaries:

- Bonus incentives

- Support for financial-well-being and retirement

- Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location)

- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need

- Generous paid parental leave policies (depending on your location)

- 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

American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law.

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.