About the position
The Account Development Manager at American Express is a pivotal role focused on the retention and growth of key client relationships within the US Small & Medium Enterprise sector. This position requires a proactive approach to managing a defined portfolio of existing accounts, ensuring that clients are fully utilizing the benefits of their American Express commercial products. The role emphasizes face-to-face interactions, necessitating a strong commitment to understanding and addressing the evolving needs of clients through tailored cash flow and payment solutions. Success in this role is measured by portfolio retention and volume growth, making it essential for the manager to engage directly with clients to foster strong relationships and drive business results. In this field-based position, the Account Development Manager will spend a significant portion of their time in the market, engaging with clients to uncover opportunities for growth and retention. Responsibilities include identifying accounts that may not be fully utilizing their products, developing client-specific value propositions, and employing consultative selling techniques to enhance client relationships. The role also involves negotiating and closing deals, ensuring compliance with American Express's Code of Conduct and sales practices, and maintaining a high level of product knowledge to effectively support clients. Candidates for this role should possess strong relationship management skills, a consultative selling approach, and the ability to influence and persuade clients. A background in sales, particularly within a highly regulated industry, is preferred, along with a bachelor's degree. The position offers a competitive salary, bonus incentives, and a comprehensive benefits package that supports the well-being of employees and their families.
Responsibilities
- Identify accounts that are not utilizing the full terms and benefits of their AXP commercial products and prioritize those clients.
- Proactively reach out to customers to uncover opportunities and treat the customer until there's a change in customer spend.
- Develop client specific value proposition and identify key steps to meet short and long-term client objectives.
- Use consultative skills to maintain and develop existing customer relationships and grow charge volume.
- Seek opportunities to up-sell and cross-sell based on client needs.
- Ensure adherence to the American Express Code of Conduct and Sales Practices policies.
Requirements
- Strong customer relationship building skills to motivate clients to act.
- Effectively identifies client needs to configure solutions that deliver value.
- Ability to overcome objections and resistance to proposed solutions.
- Uses appropriate interpersonal styles and communication methods to gain acceptance for products and services.
- Proactively demonstrates the value of partnering with American Express.
- Demonstrates a competitive, positive attitude and adapts quickly to different situations.
- Understands market and industry key competitors, challenges, terminology, technology, trends, and regulation.
- Bachelor's degree preferred.
- 3 - 5 years of excellent sales experience.
- Experience partnering with clients across various markets and industries.
- Experience in a highly-regulated industry.
Nice-to-haves
- Experience in consultative selling and relationship management.
- Knowledge of American Express products and services.
Benefits
- 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
- 20+ weeks paid parental leave for all parents
- Free access to global on-site wellness centers
- Free and confidential counseling support through Healthy Minds program
- Career development and training opportunities
