Field Account Development Manager (Culver City)

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Join Team Amex and let's lead the way together.

Role Objective

The Field Account Development Dedicated 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: $80,000.00 to $155,000.00 annually + bonus + 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 our colleagues and their loved ones with benefits and programs that support their holistic well-being. That means we prioritize their physical, financial, and mental health through each stage of life. Benefits include:

• Competitive base salaries

• Bonus incentives

• 6% Company Match on retirement savings plan

• Free financial coaching and financial well-being support

• Comprehensive medical, dental, vision, life insurance, and disability benefits

• Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need

• 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy

• Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)

• Free and confidential counseling support through our Healthy Minds program

• Career development and training opportunities

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.

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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