American Express - Market Development Manager

Job Description - Market Development Manager (Sales Strategy, effectiveness and prospect marketing)

As a leading issuer of corporate payment solutions, GCS (Global Commercial Services) serve more than 62% of the Fortune 500 companies globally. GCS solutions deliver a number of benefits to our corporate customers, including increased visibility into their business spending, added control, improved efficiency and cost savings. Our card programs also help keep employees safe, secure and productive while on the road. Our mission is to - change the world at work.-

This exciting role shall work closely with VP-Acquisition GCS India

Leveraging market research, business insights and a data driven approach, the incumbent will lead strategic initiatives that will identify new opportunities for acquisition and charge volume growth. Incumbent will implement tools and strategies for improving sales acquisition processes. (S)he will develop actionable insights for the leadership team based on sales pipeline and be responsible for creating communication strategies across the sales teams that drive growth, efficiency and engagement. (S)he will run digital & offline marketing campaigns and events to drive demand generation across segments.

Core responsibilities

Acquisition sales strategy

- Lead strategic initiatives that include analyzing key business drivers, assessing market opportunities, competitive environment, developing go-to-market strategies, and driving the associated acquisition planning processes

- Development of customer segmentation to focus on the right customer base, develop products with best in class value proposition to drive acquisition across channels

- Planning and implementation of new projects, products, programs, and plans to achieve short and long term acquisition objectives including but not limited to new client acquisition, charge volume growth, increasing profitability and reducing acquisition costs

- Work with cross-functional teams (risk, credit, product, legal, pricing, marketing, B2B, TAP), other LOBs and external agencies to achieve above objectives

- Manage regular cadence of annual sales planning, target setting, territory-planning, forecasting

Sales effectiveness & field enablement

- Execute sophisticated analyses to translate data from SFDC & SPS into actionable insights for the entire acquisition sales force ranging from prospect data management, prospect profiling, lead warming, acquisitions pipeline management and new client on-boarding

- Continuously review and improve sales systems & processes to reduce sales gestation period

- Create sales content (presentations, sales playbooks, infographs, case studies) and thought leadership content (whitepapers, surveys, monthly/quarterly industry trends report) to empower sales force and drive client engagement at each sales cycle stage

- Develop and implement tools to drive account planning, targeted account sales and solution selling across sales force

- Manage SFDC hygiene through SFDC Rules of engagement and reporting structures (Dashboards and reports)

Acquisition Marketing

- Run new marketing campaigns to generate qualified leads for sales

- Manage and enhance existing campaigns, referring partner channels and events calendar

- Manage and lead Global Prospect Database process alongwith Risk team

MIS & Reporting

- Utilize data and analytics to develop pipeline management reporting & deliver insights and strategies to drive aggressive acquisition growth

- Structure and package analyses, strategies, and recommendations into compelling communications and presentations for leadership

- Create & publish dashboards and presentations for senior leaderships for weekly/monthly/annual reviews

- Work on ad-hoc projects and initiatives to drive acquisition & charge volume growth

Experience & Qualification

- The successful candidate will have strong consultative, project management/implementation and analytical problem solving abilities with an ability to proactively drive results alongwith deep understanding of commercial cards/ payments industry

- Atleast 2+ years of sales strategy/planning/operations experience with overall 5+ years of sales-related experience

- 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

- Strong teamwork and interpersonal skills, including the ability to work with senior leadership

- Superior oral and written communication skills, including the ability to take complex topics and translate them into compelling narratives targeted at a variety of audiences

- College graduate or equivalent combination of education & relevant business experience. MBA preferred.