American Express Careers

Director - Account Development

Chicago, Illinois
Client Management & Sales

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Job Description

Seeking a dynamic individual who will lead a group of high-performers in the Global Commercial Services Middle Market Field Account Development Team. The Field AD Team manages our most profitable, highest spending clients within Middle Market. This role is responsible for the growth and retention of a portfolio of approximately 1200 clients in the Central Region with 8 Direct Reports.

This role represents an exciting opportunity to develop a high-performance sales team in delivering on new growth and portfolio expansion opportunities in the Central geographic territory. The candidate must have a proven track record in sales, thought leadership, leading a sales team and knowledge of the client base in the region. 

Responsibilities include building territory strategy based on client and industry knowledge as well as competitive factors, leading team members in realizing growth opportunities, conducting client visits, delivering real time coaching, and owning key customer strategies that will yield top line growth for Middle Market. Also responsible for maintaining strong working relationships with key internal stakeholders along with building and developing cross business contacts in the territory. 

This Director will be measured on team performance in achieving portfolio spend growth, expansion charge volume and client retention. This individual will also be measured on leadership skills (including hiring, training, coaching and performance management skills and Driving Results).

Job Responsibilities:

  • Ensure aggressive performance results are achieved across the team
  • Get the most out of each individual contributor through effective coaching and development planning Share best practices across their team and the broader organization
  • Help their teams close difficult deals and manage through escalated issues
  • Work across organizational lines to ensure client needs are met (e.g. Field Effectiveness, Risk/Underwriting, Fraud Management, Operations and Customer Service)
  • Travel required to manage team and meet with clients - up to 50%


  • Excellent People Leadership Skills
  • Demonstrated consultative sales skills
  • Coaching – both low and high performers
  • Development Planning
  • Ability to lead by example
  • Effective portfolio management skills
  • Ability to develop a daily, weekly and monthly call plan
  • Ability to troubleshoot and resolve client issues Strong Relationship Management Skills
  • Ability to create and foster strong relationships across the broader Middle Market Team and its cross-functional partners
  • An understanding and interpretation of industry and financial statement information
  • Strong financial acumen, understanding of business financials and ability to create a financial business case
  • Ability to deal with clients across all markets/industries
  • Excellent verbal and written communication skills
  • Strong computer skills, experience with Salesforce a plus
  • Strong Personal Excellence
  • Strong will to win and a positive, tenacious attitude
  • 5-10 years B2B sales experience 
  • Demonstrated background of success in a virtual environment
  • Track record that demonstrates exceptional ability to obtain new business or grow existing business relationships
  • Bachelor’s degree and education in Sales, Marketing or Business Management preferred
  • This is a virtual position located in Chicago overseeing markets including but not limited to: Illinois, Minnesota, Wisconsin, Missouri, Oklahoma and Colorado
  • Up to 50% travel
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: 18017686
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Nov 8, 2018, 5:50:03 PM
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