Manager - Account Development
Job Description
Role Objective
The Account Executive is a telephone-based position responsible for the development and management of high potential and high spending clients. This position is responsible for the overall management (expansion and retention) of a defined portfolio of high-value existing customers.
Planning (10 – 20% of time)
▪ Effectively manage a dedicated portfolio of high-value existing Business and Corporate customers provided by American Express within territory
Relationship management (10 – 20% of time)
▪ Proactively reach out to customers to uncover opportunities, treat the customer until there’s a change in customer spend in alignment with growth or retention conversations
Client solution (20 – 30% of time)
▪ Use consultative skills to maintain and develop the existing customer relationship and substantially grow charge volume (e.g., onboarding new vendors, expanding existing vendors, adding supplemental cards)
▪ Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Pricing, Contract), key internal partners (Risk, UWA, PPI) and tools (ONE.force, C360)
Negotiate and close (20 – 30% of time)
▪ Partner closely with Field Dedicated Portfolio Account Development team when a telephone-managed customer requires a face-to-face visit
▪ Partner with specialized sales team for product cross-sell (AP Automation), further entrenching clients with use of the American Express suite of products and services
Compliance (100% of time)
▪ Ensure all aspects of the American Express Code of Conduct, and our Sales Practices policies, standard, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements
Knowledge and Skills
Relationship management
▪ Strong customer relationship building skills to follow through and motivate clients to act
Consultative selling
▪ Effectively identifies client needs to configure solutions that address client requirements and deliver value
Closing
▪ Overcomes objections and resistance to proposed solutions with key client decision makers
Influence & persuasion
▪ Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
Demonstrating value
▪ Proactively and consistently demonstrates the value of partnering with American Express
Results focus
▪ Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks
Market, industry, & product knowledge
▪ Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation
Attributes
▪ High learning agility
▪ Intellectually curious
▪ Collaborative and growth mindset
▪ Personal accountability
▪ Compliance focused
Experience
▪ Bachelors degree strongly preferred
▪ Excellent sales experience, 3 – 5 years minimum
▪ Experience partnering with clients across various markets / industries
▪ Experience in a highly regulated industry
Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions
At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.
As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.