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.
Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.
As part of Team Amex, you'll experience this 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.
How will you make an impact in this role?
Candidates must reside in: San Jose, Santa Clara or San Francisco territory.
Role Objective
The Field Account Development Manager sits within a geographical territory and is responsible for the retention and continuous growth of our existing US Small & Medium Enterprise key client relationships, through face-to-face interactions. This entails having overall management of a defined portfolio of key existing accounts, identifying the evolving needs of our clients, ensuring we continue to serve those needs with our array of cash flow and payment solutions, to deepen our relationship with these clients. The key measurements of success for this Manager will be portfolio level account retention and volume growth. This is a field-based role in which in person engagement with the client base through face-to-face interactions is required.
Job Responsibilities
Planning (10 – 20% of time)
▪ Identify accounts that are not utilizing the full terms and benefits of their AXP commercial products and prioritize those clients, identify top client information and track opportunity development in CRM database
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
▪ Develop client specific value proposition, identify key steps (strategy and tactics) to meet short and long-term client objectives
▪ Business travel, occasionally overnight, is required with the expectation of 50-80% of time spent in-market with clients
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)
▪ Seek opportunities to up-sell and cross-sell commensurate with the needs of the client
▪ Answer customer inquiries and bring in leadership, internal business partners and product specialists as appropriate to support growth opportunities and customers’ needs
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, Skills, Attributes, and Experience
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
▪ Bachelor's degree preferred
▪ Excellent sales experience, 3 - 5 years minimum
▪ Experience partnering with clients across various markets / industries
▪ Experience in a
highly-regulated
industry
Salary Range: $69,750.00 to $128,000.00 annually + sales incentive + benefits
The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.
We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:
For a full list of Team Amex benefits, visit our
Colleague Benefits Site
.
American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.
We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.
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Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
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