Manager - Account Development

About American Express

At American Express, our culture is built on a 175-year history of innovation, shared values, and Leadership Behaviors, with an unwavering commitment to back our customers, communities, and colleagues. We deliver differentiated products and world-class customer service with a strong risk mindset, upholding our brand promise of trust, security, and service. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.

As part of Team Amex, you'll experience 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.

Role Objective: Manager - Account Development

The Field 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 overall management of a defined portfolio of key existing accounts, identifying the evolving needs of our clients, and ensuring we continue to serve those needs with our array of cash flow and payment solutions to deepen our relationship. 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

Candidates must reside in: San Jose, Santa Clara or San Francisco territory.

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 and Benefits

The expected salary range for this job requisition is $69,750.00 to $128,000.00 annually plus sales incentive and benefits. Your pay will ultimately consider your location, experience, and other job-related factors. American Express offers benefits that support your holistic well-being, including competitive base salaries, bonus incentives, a 6% Company Match on retirement savings plan, free financial coaching, comprehensive medical, dental, vision, life insurance, and disability benefits. They also offer a flexible working model, 20+ weeks paid parental leave, free access to global on-site wellness centers, and free and confidential counseling support through their Healthy Minds program, along with career development and training opportunities.

American Express is an equal opportunity employer.

Key skills/competency

• Account Management
• Client Retention
• Consultative Selling
• Sales Strategy
• Business Development
• Negotiation Skills
• Portfolio Growth
• Compliance
• CRM Management
• Market Analysis