American Express Careers

Manager-Account Development (AIA)

Baltimore, Maryland; South Riding, Virginia; Rockville, Maryland; Bethesda, Maryland
Client Management & Sales

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Job Description

The Global Commercial Services (GCS) US Large Market Client Group manages commercial payment relationships with clients, including many multi-national organizations and acquires new corporate payments customers with annual sales of $300M+.

The Account Development Manager is responsible for deepening account relationships and growing the commercial payments spend in a portfolio of up to approximately 10 accounts ranging across various industries.


Job Responsibilities: 

  • Must be able to probe client to understand needs; then have the knowledge and savviness to discuss business to business solutions that fit those needs
  • Serve as payments expert for all corporate payments solutions within portfolio to deliver on the GCS value proposition
  • Engage, develop and strongly influence mobilizers across multiple levels within the client’s organization to demonstrate American Express’ differentiated value and achieve profitability objectives
  • Attend earnings calls, review annual financial reports, 10-K, and other financial tools to help identify and analyze client growth opportunities
  • Interface with various divisions of American Express to develop and implement customized and strategic account plans
  • Achieve portfolio growth and retention targets
  • Influence and innovate to overcome complex client barriers, resolve escalated issues, and manage internal stakeholders
  • Lead development of proposals and pricing for client renewal and expansion, negotiate client contracts, and oversee implementation of solutions
  • Use the Challenger Selling Model as a guide to teach clients, problem-solve, and tailor sophisticated commercial card solutions (Corporate Card, Purchasing Card & B2B Solutions)
  • Identify portfolio growth opportunities and deliver on plan to achieve, collaborating with internal resources to maximize/expand supplier network and spend growth
  • Proactively provide expertise on policies, benchmarking, and recommendations to optimize programs, reduce costs and drive efficiencies for clients
  • Identify and develop relationships with decision-makers within client organizations to influence program management and growth.

Seeking a minimum of 5 years prior strategic relationship management and/or sales experience within financial services. Ideal skill set includes the following:

  • Influence & persuasion
    • Uses appropriate interpersonal styles and communication methods to gain acceptance from clients for a plan or product
    • Utilizes innovativeness to overcome complex internal and external client barriers, enabling desired outcomes
  • Strategic thinking
    • Seeks to understand clients' opinions, positions, and emotions to solve problems and negotiate mutually-beneficial outcomes
    • Proactively focuses on results, outcomes, and achievements, anticipating and overcoming obstacles as they arise
  • Client enablement
    • Uses strong client relationships to establish a positive rapport and together brainstorm new ways to meet client objectives
    • Teaches clients to resolve non-strategic issues independently using available resources, including self-service tools
  • Financial acumen
    • Understands clients' operational and financial factors and uses this knowledge to drive Expansions/ incremental CV growth
    • Collects, analyzes, and evaluates client and internal metrics, data, and benchmarks to determine actions and solutions
  • Consultative approach
    • Uses appropriate questions to help clients clarify their needs and gain understanding of how to best deliver value
    • Proactively provides expertise on policies, benchmarking,  and recommendations to reduce costs and drive efficiencies
  • Relationship-focus
    • Combines a depth of payment expertise with a consultative approach to build clients’ trust and fuel their success
    • Responds to appropriate client issues rapidly and effectively and ensure delivery of prompt and expert service to clients


  • Financial services experience is a must
  • Experience managing growth Travel & Entertainment and Business 2 Business  portfolios consisting of clients with $300M+ annual sales revenue
  • Strong excel and power point presentation is a must
  • Strong financial acumen a must; ability to understand and read Profit and Loss statements/reports
  • Experience building (and deepening) new client relationships across a client’s organization
  • Experience providing account servicing and management
  • Prior knowledge in the strategic sales process of growing an existing client base
  • Sell with integrity, in alignment with compliance and internal partner business requirements
  • Experience with CRM tools preferred
  • Bachelor’s Degree required
  • MBA Degree preferred
  • Virtual Office Experience preferred
  • Must meet with clients at least 6 times per month
  • Must reside in the MD/NOVA area
Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.

ReqID: 18017240
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Nov 6, 2018, 2:44:30 PM
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