Director, Global Client Group

Job Description

This position is responsible for providing strategic thought leadership, leading key negotiations, managing senior level relationships and driving profitable business building initiatives with select Global accounts doing business in targeted markets in JAPA.

The role reports into the VP of GMS Global Client Group and is responsible for leading a team who have accountability across select Global Airline, Lodging, Car Rental, Online and Retail merchants. The portfolios will consist of not only Global accounts headquartered in JAPA but also select accounts from across EMEA and North America doing large volumes in these markets.

The role is responsible for leading an industry specialized team charged with enhancing premium value delivery which will enable “value recapture” while also minimizing rate erosion. Additionally the position will focus on leveraging our global capabilities and closed loop system to drive increased Share of Wallet and position American Express as a key player in the region as well as globally.

The incumbent will work closely with the respective Market Heads, GMS locally, GMS GCG colleagues in the same or other regions and other American Express business units such as consumer and corporate services. The position will be responsible for establishing senior level contacts across all of the accounts in their respective portfolios and formulate, together with the VP of GMS GCG, the group’s strategy and lead the negotiations across all markets served by the respective accounts.

Key elements of the role include:
  • Strategic thought leadership around Amex positioning and strategy for GCG and Airline / Lodging / Car Rental /Online/ Retail industries
  • Develop the major contract renewal and business building negotiations to ensure rate protection and drive share gain
  • Enhance premium value delivery to the accounts to minimize discount rate erosion and enable “value recapture”
  • Leverage Amex global capabilities to stimulate spending, drive increased share of wallet and enable increases in premium discount rate
  • Ensure the full business opportunity of both HQ accounts and non-HQ’d accounts in the markets of responsibilities is maximized within GMS and across the Blue Box
  • Establishing senior level relationships across all merchants and industry associations in the portfolio
  • Lead/participate in key Airline / Lodging / Car Rental / Online / Retail negotiations
  • Collaborate across the Blue Box to develop and co-ordinate airline specific Blue Box strategies/deals/proposals across all business lines
  • Identify and provide thought leadership, response strategies and best practices for issues that have arisen in your owned markets but have regional/global implications.
  • Directly and indirectly manage a team of GCG Client Managers in multiple markets
  • Liaise with other GMS markets/regions to share best practice and understand and disseminate issues
  • Interface with GNO/fraud/operations/technologies/legal etc. to ensure appropriate customer servicing strategies
  • Work closely with GCG and local GMS marketing to develop and implement marketing programs driving profitable DBV
  • Up skill current organization through people development, formulating innovative sales approaches and transferring best practice
  • Managing significant current industry issues such as disintermediation and surcharging that represent a serious threat to the Amex franchise


  • In-depth knowledge of GCG merchant industries
  • Proven ability to drive results
  • Strong business and financial acumen
  • Good understanding of all Blue Box business units will be a distinct advantage as the incumbent will have work on initiatives involving numerous elements of the organization
  • Excellent relationship management skills and a strong track record in managing complex, multi-national or key account portfolios
  • Strong people management skills and the ability to effectively utilize resources
  • Previous negotiation / sales experience
  • High standards of strategic thought leadership to leverage and continue improvement and innovation
  • Strong analytical abilities with strategic experience of using complex data analysis
  • Ability to understand, develop and present at senior level
  • Ability to operate effectively in fast-moving and rapidly changing matrix environments
  • Knowledge of American Express operations or other operational experience would be an advantage
  • Communication skills with high influencing skills through concise, clear reasoning and confidence with senior audience

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.

ReqID: 19017654
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Sep 30, 2019, 12:41:24 AM