Regional Relationship Manager-Japa, Global Client Group

Get Referred

Job Description

Why American Express?

We are a Global services company and the world’s largest Card issuer.
Our direct relationships with millions of consumers, businesses and merchants worldwide—combined with our leading edge marketing, information management and rewards capabilities—enable us to offer an array of valuable services that enrich lives, build business success, encourage financial responsibility and create communities of people with common interests.

Purpose of the Role:
This position is critical to ensure retention and growth of a JAPA regional portfolio & local India portfolio of GCG clients. This position will enable enhanced focus on pipeline building, growth opportunities, customer advocacy and retention.

Responsibilities:
• Develop and execute Partnership Plans and Account Reviews that add value to the client’s business while ensuring that American Express’ revenue and profit objectives are met.
• Expand business relationships with key decision makers, key stakeholders, C-level contacts and other influencers to ensure that we develop and maintain a broad network of sponsors from across clients’ organizations.
• Develop profitable portfolio growth opportunities by cross selling GCS products and solutions such as Supplier Payments, Business Travel Account (BTA), Corporate Purchasing Solution and Corporate Meeting Card.
• Collaborate with Global and Local Account Development teams, acquisition colleagues and Implementation Managers to drive cross sell and expansions and co-deliver on pre-set BCV targets.
• Own and manage steady and effective communication between internal Global and Local teams and with clients.
• Drive adoption and usage of self-help, online program management and servicing channels among clients.
• Maintain thorough understanding of competitive landscape with ability to build defensive/offensive strategies.
• Drive overall portfolio health and deliver on KPIs through strategic and tactical activities like new applications for expansion, global RFP support, understanding and responding to attrition triggers etc.
• Update and maintain key client information within OneForce.
Critical Factors to Success:
• Strong commercial acumen and deep understanding of pricing methodologies, CBA levers, deal construct and client incentive grids.
• Ability to articulate American Express Global Value Proposition and translate into specific and tangible Account Plans and results.
• Thorough understanding of competitive products and landscape.
• Excellent verbal and written business communication skills.

Qualifications

Past Experience:
• Minimum 06 years’ experience in B2B/Supplier Payments/ business development and client management roles is mandatory.
Academic Background:
• Graduate/MBA

Functional Skills/Capabilities:
• Consultative and Strategic Selling experience to large Global clients. Ability to communicate with senior management and use consultative questioning to interpret customer’s objectives behind specific requests for data.
• Strong commercial acumen and deep understanding of pricing methodologies, CBA levers, deal construct and client incentive grids.
• Ability to articulate American Express Global Value Proposition and translate into specific and tangible Account Plans and results.
• Proven ability to ensure key linkages with other business stakeholders are optimised (Finance, World Service, GCO, RFP team etc.)
• Thorough understanding of competitive products and landscape.
• Excellent verbal and written business communication skills.

Technical Skills/Capabilities:
Strong PC skills (Excel, Word, PowerPoint, Internet) and understanding of technology in the Corporate Expense Management industry, including understanding of Expense Management System (EMS)/Employee Resource Planning (ERP)/Mobile/ finance systems etc.

Behavioral Skills/Capabilities:
• Ability to work within a complex matrix organization within American Express and client’s organization.
• Solid results orientation, ability to set and execute against business goals, and demonstrate will to win and personal accountability.
• Aptitude and capacity to manage change and multi-task among equally compelling priorities to ensure critical deliverables are met and goals are achieved.

Enterprise Leadership Behaviors:
•Set The Agenda: Define What Winning Looks Like, Put Enterprise Thinking First, Lead with an External Perspective
•Bring Others With You: Build the Best Team, Seek & Provide Coaching Feedback, Make Collaboration Essential
•Do It The Right Way: Communicate Frequently, Candidly & Clearly, Make Decisions Quickly & Effectively, Live the Blue Box Values, Great Leadership Demands Courage  


ReqID: 19020989
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Dec 5, 2019, 2:51:22 PM