Role Objective

The Field Sales Director sits within a geographical territory and leads a team of managers responsible for new prospect acquisition with annual company revenues ranging from $10M to $300M. This position will drive results through thought leadership, rigorous performance management and coaching and development of a high performing team.This role requires up to 3 weeks per month of travel.

Job Responsibilities

Strategic planning (20 – 30% of time) 

▪ Drive overall sales territory strategy to achieve business goals and sales targets 

▪ Collect customer feedback and distribute internally to influence product development based on customer need 

Coaching and development (20 – 30% of time) 

▪ Hire and on-board new Field Sales managers to build a strong team

▪ Support team development by regularly conduct 1:1 coaching sessions, team huddles to share best practices 

Performance management (10 – 20% of time) 

▪ Drive a high quality, rigorous sales review process, including account planning, account prioritization and opportunity development in coordination with Field Sales managers 

▪ Partner with Marketing, EDA, PPI, Product and Senior Leadership to improve sales engagement and performance 

▪ Support team to handle client escalations, as needed 

Business development (10 – 20% of time) 

▪ Initiate, develop and maintain executive level relationships and drive sales activities with key customers 

▪ Lead sales team to develop a long-term strategy for each territory and top clients 

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 

▪ Conduct customer ride-alongs with Field Sales managers to ensure high quality and compliant customer interactions

Knowledge, Skills, Attributes, and Experience

Knowledge and Skills

Client development 

▪ Demonstrates ability to identify potential client growth opportunities and drive results through creative problem solving and excellent leadership 

Coaching 

▪ Provides individualized skills-improvement assistance, aiding in self-discovery and encouraging self-generated solutions 

Performance management 

▪ Exhibits consistent track record of managing performance, coaching, and motivating for success and identification of development strengths and opportunities improvement to a large team to enable improved business results 

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 

▪ Strategic thinking 

▪ Leadership and team motivation 

▪ Personal accountability

▪ Compliance focused 

Experience 

▪ Bachelor’s degree required,Master’s degree preferred 

▪ Experience leading sales teams, 7 – 10 years minimum 

▪ Proven experience winning new business relationships 

▪ Experience achieving sales quota and goals through multiple product offerings 

▪ Experience in a highly-regulated industry