American Express Careers

Director of Business Development

Nashville, Tennessee
Client Management & Sales

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Job Description

American Express is a leading global payments, network, and travel company, backed by one of the world's most recognized brands. American Express is unique in the payments industry as an issuer of cards as well as a worldwide network that processes millions of merchant transactions daily. We offer the broadest array of charge, credit, prepaid and co brand cards for consumers, small businesses, midsize companies and large corporations.
With 160 years of innovation behind us, our future could not look more promising. We're moving faster than ever and introducing new products, services, and strategies to bring greater value to our business customers. Global Commercial Payments (GCP) is a core operating group of American Express and has delivered robust growth over the past decade. GCP partners with business clients to help them run and grow their businesses. The Middle Market Sales & Business Development team supports small to mid-size businesses and we are committed to delivering differentiated value through our wide range of products and services, giving our business clients a competitive edge.
The Director, Business Development is responsible for leading a team of Managers of Business Development that acquire and grow business by identifying opportunities and driving spend onto American Express services and solutions. Each Manager manages a territory of high potential customers and/or high potential prospects within a geographic market. A Director’s success is measured by the volume of closed spend opportunities, and the creation and retention of high spending clients across his/her team’s portfolio
Job responsibilities:
  • Ensure aggressive performance results are achieved across the team
  • Set priorities, coach, and lead a sales team, and engage with key client contacts to drive New Sales from prospective clients and Expansions from current clients
  • Build strong individual performers through effective coaching and development planning
  • Help the team close difficult deals and manage escalated issues
  • Work across organizational lines to ensure Client needs are met (e.g. Field Effectiveness, Risk, Underwriting, Fraud Management, Operations and Customer Service)
  • Share best practices across the team and the broader organization
  • Execute sales strategy and adapt plans and priorities to address resource and operational challenges
  • Make decisions based upon policies, procedures and business plan


  • Excellent People Leadership skills including coaching experience with both low and high performers
  • Demonstrating value
    • Proactively reinforces the value of partnering with Amex, highlighting key industry-specific pillars of the value proposition
    • Maximizes the perceived value of products and solutions by challenging existing and embedded beliefs and perceptions
    • Strong financial acumen, understanding of business financials, and ability to create a financial business case
  • Results focus
    • Demonstrates a competitive, positive, “driven” attitude, quickly adapts to different situations, and recovers from setbacks
    • Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise
    • Ability to create and foster relationships across the broader organization and cross-functional partners
    • Excellent verbal and written communication skills
  • Influence & persuasion
    • Uses appropriate communication methods and styles to gain acceptance for products and/ or services
    • Utilizes innovativeness and compelling rationale to overcome complex client barriers, enabling mutually-beneficial outcomes
    • Ability to troubleshoot and resolve Client issues
    • Ability to lead a team to sell to clients across all markets/industries
  • District planning
    • Identifies and quantifies opportunities and develops a district sales plan with specific methods for approaching specific  opportunities
    • Plans, prioritizes, and conducts an ongoing review of district strategic activities, leveraging historical sales performance data
    • Effective portfolio management and ability to support individual contributors in developing daily, weekly and monthly call plans
  • Coaching
    • Provides individualized skills-improvement assistance, aiding in self-discovery and encouraging self-generated solutions
    • Nurtures performance and reinforces success of direct reports, supporting development of both existing and latent skill sets
Additional requirements:
  • Bachelor's degree in sales, marketing or equivalent discipline, or equivalent B2B work experience, is preferred
  • Proven track record in leading a sales team and driving sales
  • B2B experience within the financial services industry is preferred
  • Client facing experience is preferred
  • Direct experience with people leadership
  • Demonstrated background of success in a virtual environment
  • Track record that demonstrates exceptional ability to obtain new business or grow existing business relationships
  • Strong computer skills, experience with is favorable
Candidates should reside within 50 miles of the primary city indicated, be able to work from their home office, and be willing to travel frequently for in-person Client visits (valid driver’s license required).
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: 18017333
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Nov 7, 2018, 2:29:26 PM
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