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Director - Account Development, Large Market & Global Accounts

Toronto, Canada; Montreal, Canada
Client Management & Sales

Job Description

Director - Account Development, Large Market & Global Accounts
The GCS Large Market Client Group manages strategic corporate payment relationships with clients, including many multi-national organizations and acquires new corporate payments customers with revenue over $250M. The Director, Account Development is responsible for leading a team of 7-8 client development professionals based in Toronto and Montreal who are charged with deepening strategic account relationships, partnering with clients to better understand and solve working capital & process efficiency challenges that will lead to growth in the corporate payments spend in the portfolio. 
  • Provides strategic recommendations and solutions to assist clients in optimizing their T&E expense management, A/P, and procure-to-pay strategies
  • Leverages insights to develop portfolio growth strategies and drive expansion and product cross-sell within existing account portfolio
  • Develops and executes strategies to strengthen senior client relationships, identifying gaps in relationship stacking and strategies to bridge them
  • Utilizes innovation to overcome complex client barriers, resolve escalated issues, and manage internal stakeholders
  • Ensures delivery of prompt and expert account servicing and management
  • Partners & influences across Business Development, Supplier Enablement, Product Marketing, Contracts, Pricing, Finance, Operations and other internal groups to deliver strong value proposition to client base
  • Develops and executes a portfolio growth strategy, adapting plans and priorities to address resource/ operational challenges
  • Facilitates collaboration with sales to ensure consistent, orchestrated client experience
  • Hires, trains, coaches, and manages a team of direct reports as payment experts
  • Achieves portfolio retention, profitability, and CV growth targets
  • Sells with integrity, in alignment with compliance and internal partner business requirements


  • 7-10 years business experience, preferably in sales and/or account management
  • Experience in expense management, consulting, financial products and/or procurement businesses would be ideal.
  • At least 5 years prior experience leading teams, including account management or sales teams
  • Knowledge of payments industry, key trends, and payment processes
  • Bilingual – French and English is required
  • Results-oriented, innovative, strategic thought leader
  • Able to demonstrate consultative selling/support techniques with complex product lines
  • Able to organize virtual teams and influence/manage change
  • Identifies larger opportunities and lays out high level achievement plans
  • Removes logistical roadblocks to client service
  • Ability to communicate value and develop mutually beneficial relationships with clients
  • Is an effective negotiator, able to make advantageous deals in context of mutually beneficial relationships
  • Entrepreneurial spirit with a solid ability to acquire knowledge and present products and financials
  • Leads through trust, transparency and collaboration to build highly engaged team
  • Partners well with internal resources to identify opportunities and continue to improve product and servicing for clients
  • Able to organize virtual teams and influence/manage change
  • This position will cover Ontario and Quebec. The candidate can reside in either location with frequent visits to the other.

ReqID: 19003681
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Feb 26, 2019, 10:04:22 AM