Description
At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career.
Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.
Role Objective
The Account Development 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.
Candidates must reside near one of the following territories: Alexandria, VA, Washington DC, Arlington or Northern Virginia.
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
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
Qualifications
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 you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:
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. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.
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.
US Job Seekers - Click to view the " Know Your Rights " poster. If the link does not work, you may access the poster by copying and pasting the following URL in a new browser window: https://www.eeoc.gov/poster
Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
Job: Sales
Primary Location: US-Virginia
Other Locations: US-Virginia-Arlington
Schedule Full-time
Req ID: 25011855
