What are the responsibilities and job description for the Manager, AP Automation Sales Consultant - New York (Virtual) position at American Express?
American Express is a leading global payments, network, and
travel company, backed by one of the world's most recognized brands. American
Express is unique in the payments industry as an issuer of cards as well as a
worldwide network that processes millions of merchant transactions daily. We
offer the broadest array of charge, credit, prepaid and co brand cards for
consumers, small businesses, midsize companies and large corporations.
With 160 years of innovation behind us, our future could not
look more promising. We're moving faster than ever and introducing new
products, services, and strategies to bring greater value to our business
customers. Their success expands our success, so we put heart and soul into
helping them achieve results that exceed all expectations.
Global Commercial Services (GCS) is a core operating group
of American Express and has delivered robust growth over the past decade. GCS
partners with corporate clients to help them manage travel expenses and make
large purchases through a proprietary payment solutions and expense management
tools. The Manager, AP Automation Sales Consultant is focused on acquiring and growing
American Express US companies with annual revenue of $10M-$300M. Specifically, the AP Automation Sales
Consultant will be responsible for the growth of AP Automation solutions as
both a proportional and incremental part of sales in the US Middle Market.
Job
responsibilities:
·
Prospect and Client Sales for large B2B
Opportunities –
o
The Sales Consultant will be a customer-facing
resource that will partner with the existing sales teams on targeted accounts.
o
This colleague will own the sales process for large
Accounts Payable Automation deals, focusing on moving forward negotiations and
helping move prospects quickly through the sales lifecycle.
o
This individual will seek to understand the client’s
Payment and AP needs, and present a solution to automate their processes and
drive savings.
o
The Sales Consultant will travel and spend time with
clients and prospects, leading and closing the biggest AP Automation deals within
the region.
· Goal Delivery-
o
The Sales Consultant will be responsible to drive
and deliver New and Incremental American Express Card Volume via large B2B
Automation Solutions.
Qualifications
- History of Success in
B2B Sales (5-10 years preferred)
- This applicant should have a substantial and
detailed history of success in a client facing, in person sales role,
with skills including but not limited to: prospecting, gaining access, consultative
sales, and closing large and complex deals
- Gains a commitment from the client to move
forward by asking for the business and successfully managing objections
- Overcomes objections and resistance to
proposed solutions with key client decision makers and mobilizes them to
action
- Strong Strategic
Acumen, Ability to Innovate in Sales
- Someone who can structure and organize large
deals in an innovative manner. An ability to think outside the box and
overcome structural obstacles in order to drive results
- History of overcoming both internal and
external obstacles to drive major results
- History of working with central business teams
to act as voice of customer, working to identify and resolve issues
- Market, industry, & product knowledge
- Modern Payments /
AP Automation knowledge preferred –
- This leader will
be a highly capable in both AP Automation and payment solutions, while
also exhibiting the sales & strategic thinking skills to present AP
Automation Solutions to clients
- Software / ERP background preferred–
- Someone who can speak to the technological
attributes of a software solution without having to know the extreme
details of its functionality
- Understands at a tactical level market/
industry key competitors, challenges, terminology, technology, trends,
and regulations
- Possess expertise and consults on the full
suite of American Express products and tools, especially AP Automation
Solutions
- Core Sales Skills
- Demonstrating value
- Proactively and consistently demonstrates the
value of partnering with Amex , highlighting key pillars of the value
proposition
- Documents and communicates the ROI of growth
opportunities, identifying benefits and synergies with current products
- Results focus
- Demonstrates a competitive, positive,
“driven” attitude, quickly adapts to different situations, and recovers
from setbacks
- Proactively focuses on results, outcomes, and
achievements, persistently overcoming obstacles as they arise
- Influence & persuasion
- Uses appropriate interpersonal styles and
communication methods to gain acceptance for products and/ or services
- Utilizes innovativeness and compelling
rationale to overcome complex client barriers, enabling
mutually-beneficial outcomes
- Account management & pipeline management
- Co-manages a pipeline of opportunities,
leveraging client data/ analytics to plan and prioritize activities
within large portfolios
- Leverages lead sources to identify
opportunities and proactively schedule warm account review appointments
with clients
- Consultative selling
- Effectively identifies client needs with Middle
Market Client Group input to configure solutions that address client
requirements and deliver value
- Positions products and services to meet
specific client needs and solicits feedback about the value of proposed
solutions
ReqID: 20000725
Schedule (Full-Time/Part-Time): Full-time
Date Posted: Jan 17, 2020, 3:42:14 PM
