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With the right backing, people and businesses have the power to progress in incredible ways. When you join Team Amex, you become part of a global and diverse community of colleagues with an unwavering commitment to back our customers, communities and each other. Here, you'll learn and grow as we help you create a career journey that's unique and meaningful to you with benefits, programs, and flexibility that support you personally and professionally.
At American Express, you'll be recognized for your contributions, leadership, and impact-every colleague has the opportunity to share in the company's success. Together, we'll win as a team, striving to uphold our company values and powerful backing promise to provide the world's best customer experience every day. And we'll do it with the utmost integrity, and in an environment where everyone is seen, heard and feels like they belong.
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Role Objective
The Field Account Development Dedicated Manager sits within a geographical territory and is responsible for the retention and continuous growth of our existing US Small & Medium Enterprise key client relationships, through face-to-face interactions. This entails having overall management of a defined portfolio of key existing accounts, identifying the evolving needs of our clients, ensuring we continue to serve those needs with our array of cash flow and payment solutions, to deepen our relationship with these clients. The key measurements of success for this Manager will be portfolio level account retention and volume growth. This is a field-based role in which in person engagement with the client base through face-to-face interactions is required.
Job Responsibilities
Planning (10 - 20% of time)
• Identify accounts that are not utilizing the full terms and benefits of their AXP commercial products and prioritize those clients, identify top client information and track opportunity development in CRM database
Relationship management (10 - 20% of time)
• Proactively reach out to customers to uncover opportunities, treat the customer until there's a change in customer spend in alignment with growth or retention conversations
• Develop client specific value proposition, identify key steps (strategy and tactics) to meet short and long-term client objectives
• Business travel, occasionally overnight, is required with the expectation of 50-80% of time spent in-market with clients
Client solution (20 - 30% of time)
• Use consultative skills to maintain and develop the existing customer relationship and substantially grow charge volume (e.g., onboarding new vendors, expanding existing vendors, adding supplemental cards)
• Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Pricing, Contract), key internal partners (Risk, UWA, PPI) and tools (ONE.force, C360)
Negotiate and close (20 - 30% of time)
• Seek opportunities to up-sell and cross-sell commensurate with the needs of the client
• Answer customer inquiries and bring in leadership, internal business partners and product specialists as appropriate to support growth opportunities and customers' needs
Compliance (100% of time)
• Ensure all aspects of the American Express Code of Conduct, and our Sales Practices policies, standard, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements
Knowledge, Skills, Attributes, and Experience
Knowledge and Skills
Relationship management
• Strong customer relationship building skills to follow through and motivate clients to act
Consultative selling
• Effectively identifies client needs to configure solutions that address client requirements and deliver value
Closing
• Overcomes objections and resistance to proposed solutions with key client decision makers
Influence & persuasion
• Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
Demonstrating value
• Proactively and consistently demonstrates the value of partnering with American Express
Results focus
• Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks
Market, industry, & product knowledge
• Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation
Attributes
• High learning agility
• Intellectually curious
• Collaborative and growth mindset
• Personal accountability
• Compliance focused
Experience
• Bachelor's degree preferred
• Excellent sales experience, 3 - 5 years minimum
• Experience partnering with clients across various markets / industries
• Experience in a highly-regulated industry
Salary Range: $80,000.00 to $155,000.00 annually + bonus + benefits
The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we'll consider your location, experience, and other job-related factors.
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
- 6% Company Match on retirement savings plan
- Free financial coaching and financial well-being support
- Comprehensive medical, dental, vision, life insurance, and disability benefits
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
- 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
For a full list of Team Amex benefits, visit our Colleague Benefits Site.
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.
We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.
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