Job DescriptionThe
Account Executive 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.
Candidates must reside in Queens or Long Island territory.ResponsibilitiesPlanning (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
QualificationsRelationship 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
Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
About the TeamWe back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:
- 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.
The below 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.
