American Express - Sales Manager - Large Markets Acquisition

Manager - Sales - (Acquisition - Large Markets)

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

How will you make an impact in this role?

- Responsible for contacting clients with overdue accounts to secure the settlement of the account. Also they do preventive work to avoid future overdues with accounts that have a high exposure.

- The incumbent will be responsible to acquire new clients in the large market space. (S)he will drive results by analyzing market trends, industry structures, payment processes across supply chains.

- The incumbent will drive new client acquisition by building and developing senior-level client contacts, setting the sales strategy and negotiating with the client for profitable new, cross sell and expansion business.

- The incumbent will be an expense & payments consultant to CXOs of large corporate across the entire lifecycle of client acquisition. Success in this role is measured by achieving sales targets and by demonstrating strong consulting/analytical and thought leadership skills.

- Build and manage sales pipeline to drive new client acquisition & achieve annual sales target

- Perform qualitative and quantitative research on the target industries/markets and companies;

- Analyze industry supply/value chains to identify scope for financial efficiencies

- Understand, analyze & assess information from industry reports, whitepapers, client's financial statements, investor presentations and other sources to develop insights on client industry & organization;

- Consult CXOs through these insights and help them improve their payments processes, profitability and balance sheet structure by implementing Amex expense & payment management solutions

- Develop an in-depth understanding of prospective clients' needs, building relationships with key decision makers for success and influencing decision-making whilst developing and executing against strategic sales plans

- Undertake cost-benefit-analysis to develop and structure customized payment platforms for target large corporates

- Work closely with agency/channel partners & internal groups (risk, legal, finance) to strategize & develop wining proposals

- Lead negotiations and help define contract terms and service level agreements with customers (contract management), as well as working closely with relationship teams in the transitional phase of each account

- Own and deliver outcomes on prospect conversion, new billings generation, win-to-trade, new booked volume and carry over volume targets

- Keep up-to-date knowledge on products, competition in the financial services space, and relevant developments in target industries

- Use SFDC to manage leads, prospects and opportunities across sales cycles;

- Maintain detailed information on all meetings, calls and customer feedback (daily)

- Build external relationships and create business development opportunities through referrals

- Develop key internal relationships with Credit Operations, Risk Management, Commercial Underwriting, Relationship Managers and Merchant Services

Responsibilities:

- At least 8 years of professional Business-to-Business sales experience (preferably in commercial payments/financial services/consulting/advisory) with strategic & consultative selling and negotiation skills to sell to the most complex corporate accounts at decision making level

- In depth understanding of commercial cards/payments industry in India is highly preferable

- Prior knowledge & practical experience of targeted account selling concepts

- Ability to manoeuvre and drive/ facilitate change within a client organizations through solutions selling approach

- Proven ability to ensure effective collaboration with internal stakeholder like credit, risk, finance, product, implementation, client servicing

- Highly customer-focused and results-oriented approach, with demonstrated thought leadership capacity Ability to comprehend financial statements and develop insights accordingly

- Well-developed communication and presentation skills at all customer levels

- Excellent influencing and negotiation skills

- Strong research, analytical, investigative and problem-solving skills Excellent PowerPoint, excel and SFDC

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.