Manager - Account Development

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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 Manager for Commercial Construction will be responsible for growing and retaining the corporate payments spend in a portfolio of existing clients within this segment across both T&E and B2B. 



Job Responsibilities

  • 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

Core Competencies:

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

·       Influence & persuasion

o   Uses appropriate interpersonal styles and communication methods to gain acceptance from clients for a plan or product

o   Utilizes innovativeness to overcome complex internal and external client barriers, enabling desired outcomes

·       Strategic thinking

o   Seeks to understand clients' opinions, positions, and emotions to solve problems and negotiate mutually-beneficial outcomes

o   Proactively focuses on results, outcomes, and achievements, anticipating and overcoming obstacles as they arise

·       Client enablement

o   Uses strong client relationships to establish a positive rapport and together brainstorm new ways to meet client objectives

o   Teaches clients to resolve non-strategic issues independently using available resources, including self-service tools

·       Financial acumen

o   Understands clients' operational and financial factors and uses this knowledge to drive Expansions/ incremental CV growth

o   Collects, analyzes, and evaluates client and internal metrics, data, and benchmarks to determine actions and solutions

·       Consultative approach

o   Uses appropriate questions to help clients clarify their needs and gain understanding of how to best deliver value

o   Proactively provides expertise on policies, benchmarking,  and recommendations to reduce costs and drive efficiencies

·       Relationship-focus

o   Combines a depth of payment expertise with a consultative approach to build clients’ trust and fuel their success

o   Responds to appropriate client issues rapidly and effectively and ensure delivery of prompt and expert service to clients


  • Experience managing growth portfolios consisting of clients with $250M+ annual sales revenue
  • 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
  • Prior construction experience preferred
  • Experience with CRM tools preferred
  • Bachelor’s Degree preferred
  • Virtual Office Experience preferred
  • Strong preference for candidates who currently reside on the Western Half of the US

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: 19017562
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Oct 2, 2019, 8:44:13 PM