- This Sales/AD leader will be a city leader managing both MM Acquisition and MM Account Development role in a particular the city.
- The incumbent will be responsible for driving new acquisition as well as driving portfolio billing growth via account penetration, cross-sell, expansions, etc
- Success in this role is measured by achieving sales targets and portfolio growth targets and by demonstrating strong sales acumen and knowledge of Commercial/Consumer cards, T&E and financial services industries.
Key Accountabilities
Strong Delivery on Sales Targets
- Achieve aggressive corporate card sales targets in the geography by acquiring new customers in the MM/SME segment
Strong Delivery on Portfolio Growth Targets
- Ensuring growth of AD portfolio billings, zero biller activation
Adherence to sales processes, policies and guidelines
- Manage end-to-end sales cycle of cold calling, prospecting, solution selling, sales closure & billings ramp up; Manage sales pipeline including pipeline movement, churn and reporting
Profitability & Margin focus
- Independently manage the PnL of the team by leveraging the right opportunities, with razor sharp focus on premiumization through driving platinum, cross-selling, and expansions
Cross-sell
- Cross-sell into existing base, upgrade, expansions, penetrate into newer spend categories, new merchants etc
Implement Campaigns and Drive Partnership Success
- Segmentation of customers by sectors, size, spending patterns to be fed into the marketing team for tailor-made campaigns.
- Ensure success of various marketing campaigns and distribution partnerships in collaboration with various stakeholders such as marketing, brand, partnership, acquisition, and supplier payment teams
Strong External Focus
- Gain in-depth knowledge on latest products, propositions, constructs offered by AXP Network within the industry, business, and customers to stay current
Team management, Leadership and Training
- Help the team deliver the expected results, provide leadership, exhibit the Amex leadership behaviors, Undertake ongoing trainings on product, proposition, selling skills, Participate in training programs such as new hire orientation programs etc
Qualifications :
- Graduate (MBA preferred)
- At least 6+ years of professional sales experience in the travel/ payments/banking with
an in-depth understanding of acquisition channels, card economics, expense management solutions. - Strong understanding of financial statements, ratios, cash flows, account receivables & payables, cash conversion cycle
- Work experience in the commercial cards space will be preferred, along with associated knowledge of industry practices, existing expense management solutions in the market, understanding of the travel industry across airlines, hotels, lodging, restaurant spends and associated data flows
- Good Presentation & Analytical Skills
Competencies
- Drive to establish a strong team spirit and teamwork across the channel, proactively managing ambiguity
- Outstanding communication, networking and influencing skills. Proven ability to forge
strong relationships in a complex matrix organization with stakeholders across internal teams and external partners. - Ability to work in a challenging and fast paced environment, delivering flawless execution, with enthusiasm
- Thought leadership
Benefits include:
- Competitive base salaries
- Bonus incentives
- Support for financial-well-being and retirement
- Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location)
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- Generous paid parental leave policies (depending on your location)
- 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
Skills: Sales, Networking, Marketing, thought leadership , Analytical Skills, Influencing Skills, Travel Industry, Presentation, Communication, Financial Statements, Account Receivables, Payables
Experience: 6.00-8.00 Years