Role Objective

The Field Sales Consultant is an integral member of the US SME Field Sales organization, reports to a Field Sales Director, andassists in growing our customer base through face-to-face interactions with net-new prospective commercial customers to American Express with annual company revenues ranging from $10M to $300M. The ideal candidate works with a Field Sales Director and their team throughout the sales cycle to uncover and deliver incremental growth opportunities. drive internal lead management, supporting administrative prospecting and lead generation efforts, manage marketing and trade show events,maintain detailed client and prospecting lists to accelerate charge acquisition and charge volume growth.

Job Responsibilities

Planning (40% of time)

·Support prospecting and lead generation efforts 

·Conduct prospect research by leveraging multiple company provided systems to aid in efficient acquisition efforts by Field Sales team including providing analysis to support client charge volume growth (e.g. Vendor file analysis)

·Drive internal lead management oversight and closely partner with Field Sales Director and team in the tracking, management and analysis of lead/prospecting pipeline.

Pipeline management (30% of time)

·Engage prospects and clients directly to secure appointments on behalf of the sales team

·Attend prospect meetings with MBD’s as needed and appropriate to support efficient charge volume growth of newly acquired clientele.

·All client engagements must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective client’s needs.

Business Development (30% of time)

·Increase activation to optimize client experience and charge volume capacity and liase as servicing and support to clients in their first 13 months

·BCV tracking and reconciliation

·Provide business continuity when MBD is unavailable or at capacity (FMLA, attend meetings) 

Knowledge and Skills

·Ability to work independently in dynamic environment and manage multiple priorities

·Highly motivated and willingness to assume accountability for generating new business

·Strong interpersonal and communication skills (written and verbal)

·Demonstrated ability to build relationships quickly and work effectively across internal teams

·High level of professionalism and business acumen

·Demonstrated organizational and time management skills

·Accuracy and attention to detail required

·Proficiency in Microsoft Office Suite including PowerPoint, Excel, and Word required

·Sales Force experience preferred

Account management & pipeline management

Assists with management of a pipeline of opportunities, leveraging client data/analytics to plan and prioritize activities

Consultative selling

Effectively identifies client needs to configure solutions with the assistance of the Field Sales Director or Manager of Business Development that address client requirements and deliver value

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 detail 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

·Sales experience, 0 – 3 years minimum

·Experience partnering with clients across various markets / industries

·Experience in a highly regulated industry