American Express - Strategic Sales Manager - Large Market - B2B

- Developing an in-depth understanding of our prospects/clients, building relationships for success, influencing prospect and client decisioning and execute strategic sales plans

- Differentiate the American Express value proposition, develop in-depth understanding of the market/region and source, to independently build/manage an effective pipeline.

- Optimise the value of business proposition and maximise the return to meet aggressive sales growth targets.

- Own and deliver the outcome - prospect conversion and new billings generation, win-to-trade, new booked volume and carry over volume targets.

- Drive the sales approach internally with stakeholders as well as externally with customers and ensure that the necessary resources from all parts of the organisation are aligned appropriately with our opportunities.

- Manage leads and research into account, preparation of presentation materials, ensuring pricing is consistent with pricing strategy and the effective implementation of the account.

- Lead negotiation and help define contract terms and service level agreements with customers (contract management) - Use American Express consultancy services in Corporate Card and Corporate Purchasing Card to deliver incremental value for our clients 

Requirements:

- Management Degree with understanding of general management principles, with at least 8-9 years of experience in Selling/Relationship Management of corporate houses

- Professional sales experience (Strategic selling and Negotiation skills) to sell to the most complex accounts with a potential card billings volume typically in excess of $2M - Understanding of pricing and its impact on the relationship between corporations, travel agents and principals

- Ability to drive and/or facilitate change within the client's organisation as well as within Amex.

- Excellent oral fluency and written business communication skills

- Thorough understanding of all aspects of competitor's business travel and corporate account activities.

- Good general business knowledge and awareness of international business issues - strong awareness of the impact external factors (Political, Legal, Economic and Technological ) will have on client and American Express business