Manager, Business Development (Boston/South Shore)

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Role Objective

The Field Sales Manager sits within a geographical territory and grows the customer base through face-to-face interactions with new prospect customers with annual company revenues ranging from $10M to $300M. The ideal candidate works with senior executives to close calls and land new accounts. The Field Sales Manager understands customer needs and leverages product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products.

Job Responsibilities

Prospecting (30 – 40% of time)

• Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through firm provided leads and contact-lists, and self-generated leads (e.g., tradeshows) to complement commercial acquisition of product sales opportunities

• All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective clients needs.

Pipeline management (10 – 20% of time)

• Effectively manage a pipeline of prospective customers provided by American Express and self-prospect within territory (Corporate and Business prospects with revenue between $10M-$300M)

• Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects

Client solution (10 – 20% of time)

• Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement

• 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 (10 – 20% of time)

• Successfully negotiate, and consensually move the prospect through the next phase of the acquisition cycle (e.g., underwriting) in accordance with applicable disclosures, terms and conditions

• Reaffirm deal details, secure necessary signatures and upon deal completion successfully transition client to Field Account Development to nurture, assess and further expand relationship and volume

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

Cold Calling & pipeline management

• Produce a high output of cold calling activity/dials to prospects in order to generate meetings each week on company provided leads along with the ability to develop new business leads through self-prospecting

• Strong hunter business-to-business mentality and prospecting/sales processes

• Manages a pipeline of opportunities from lead conversion to opportunity, leveraging client data/analytics to plan and prioritize activities to close business

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, 5 - 7 years minimum

• Proven experience winning new business relationships

• Experience achieving sales quota and goals through multiple product offerings

• Experience in a highly-regulated industry

Salary Range: $70,000.00 to $125,000.00 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.

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.

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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