Executive Director of Business Development - Energy and Construction Vertical

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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, large corporations and many of the biggest companies in the world. Global Commercial Services (GCS) is a core operating group of American Express and has delivered robust growth over the past decade. GCS partners with corporate clients to help them manage travel expenses and make purchases through proprietary payment solutions and expense management tools.


The GCS US Large Market Client Group manages strategic corporate payment relationships with clients, including many multi-national organizations and acquires new corporate payments customers with annual sales of $250M+. This Executive Director of Business Development is responsible for leading a team of tenured sales/business development professionals (4) and a business development specialist who focus on acquiring new-to-franchise clients for corporate payments spend in the Commercial Construction, Energy (Oil & Gas Mid/upstream) and Online Travel Agency industry portfolio in US markets within our Global Commercial Services (GCS) division.


Responsibilities:

  • Lead, coach, and motivate 4 managers of new business development and one specialist.

  • Build winning strategies across a region to deliver on annual growth plan through the acquisition of new-to-franchise customers.
  • Drive New Sales from prospective clients with annual revenue of +$250M in primary and secondary markets
  • Lead cross-functional and collaborative teams to drive B2B innovation and strengthen B2B value proposition through partnership with finance, risk, merchant services, product, technology, and others.
  • Lead strategic selling in alignment with compliance and internal partner business requirements.
  • Partner with sales leaders across various sales and account management segments to implement multi-market payment solutions.
  • Lead strategic selling in alignment with compliance and internal partner business requirements.
  • Develop and execute a growth strategy, adapting plans and priorities to address resource/operational requirements.
  • Achieve New Sales Charge Volume Targets
  • Engages at a personal level with all levels of the organization to build the best team and drive performance.
  • Make decisions and resolve issues based upon policies, procedures and business plan.
  • Partner with peers and senior leaders across GCS to drive engagement, retention, and long-term profitability.
  • Build a culture of ownership and integrity within the region.
  • Support the development of talent and career progression.
  • Provides strategic recommendations and solutions to assist clients in optimizing their procure-to-pay strategies.
  • Leverages insights specific to healthcare industry to develop portfolio growth strategies and deliver value to client relationships.
  • 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 Charge Volume growth targets
  • Sells with integrity, in alignment with compliance and internal partner business requirements

Qualifications

  • 10+ Years of people leadership experience in a sales environment with a proven track record of driving results and team engagement.
  • Knowledge of healthcare industry, key trends, and payment processes
  • 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
  • Hunter mentality:

  • Strong understanding of complexities, nuances, and opportunities in payments industry across a variety of markets.
  • Thorough knowledge of successful consultative selling techniques within Procurement, Treasury and Finance related to supply payments.  
  • Extensive experience with complex sales planning and execution.
  • Strong financial acumen.

  • Consistently focuses on talent development, using a highly collaborative approach to develop team into industry experts.
  • Leverages lead sources to identify opportunities and proactively schedule warm account review appointments with prospects
  • Provides individualized skills-improvement assistance, aiding in self-discovery and encouraging self-generated solutions.
  • Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/ or services
  • Knowledge of Fintech value propositions, product lines and technology.
  • Exceptional thought leadership, strategic thinking skills and project management aptitude.
  • Outstanding presentation and negotiation skills and ability to interface and influence at the most senior levels.
  • Strong collaboration and leadership skills
  • Ability to travel as required.
  • Bachelor’s Degree required; MBA preferred 

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: 19017556
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Oct 3, 2019, 9:24:56 AM