Job description


  • Entry level
  • No Education
  • Salary to negotiate
  • Baltimore


The Global Commercial Services (GCS) US Large Market Client Group manages commercial payment relationships with clients, including many multi-national organizations and acquires new corporate payments customers with annual sales of $300M+.

The Account Development Manager is responsible for deepening account relationships and growing the commercial payments spend in a portfolio of up to approximately 10 accounts ranging across various industries.


Job Responsibilities: 

- Must be able to probe client to understand needs; then have the knowledge and savviness to discuss business to business solutions that fit those needs
- Serve as payments expert for all corporate payments solutions within portfolio to deliver on the GCS value proposition
- Engage, develop and strongly influence mobilizers across multiple levels within the client’s organization to demonstrate American Express’ differentiated value and achieve profitability objectives
- Attend earnings calls, review annual financial reports, 10-K, and other financial tools to help identify and analyze client growth opportunities
- Interface with various divisions of American Express to develop and implement customized and strategic account plans
- Achieve portfolio growth and retention targets
- Influence and innovate to overcome complex client barriers, resolve escalated issues, and manage internal stakeholders
- Lead development of proposals and pricing for client renewal and expansion, negotiate client contracts, and oversee implementation of solutions
- Use the Challenger Selling Model as a guide to teach clients, problem-solve, and tailor sophisticated commercial card solutions (Corporate Card, Purchasing Card & B2B Solutions)
- Identify portfolio growth opportunities and deliver on plan to achieve, collaborating with internal resources to maximize/expand supplier network and spend growth
- Proactively provide expertise on policies, benchmarking, and recommendations to optimize programs, reduce costs and drive efficiencies for clients
- Identify and develop relationships with decision-makers within client organizations to influence program management and growth.
Seeking a minimum of 5 years prior strategic relationship management and/or sales experience within financial services. Ideal skill set includes the following:

- Influence & persuasion

- Uses appropriate interpersonal styles and communication methods to gain acceptance from clients for a plan or product

- Utilizes innovativeness to overcome complex internal and external client barriers, enabling desired outcomes

- Strategic thinking

- Seeks to understand clients' opinions, positions, and emotions to solve problems and negotiate mutually-beneficial outcomes

- Proactively focuses on results, outcomes, and achievements, anticipating and overcoming obstacles as they arise

- Client enablement

- Uses strong client relationships to establish a positive rapport and together brainstorm new ways to meet client objectives

- Teaches clients to resolve non-strategic issues independently using available resources, including self-service tools

- Financial acumen

- Understands clients' operational and financial factors and uses this knowledge to drive Expansions/ incremental CV growth

- Collects, analyzes, and evaluates client and internal metrics, data, and benchmarks to determine actions and solutions

- Consultative approach

- Uses appropriate questions to help clients clarify their needs and gain understanding of how to best deliver value

- Proactively provides expertise on policies, benchmarking,  and recommendations to reduce costs and drive efficiencies

- Relationship-focus

- Combines a depth of payment expertise with a consultative approach to build clients’ trust and fuel their success

- Responds to appropriate client issues rapidly and effectively and ensure delivery of prompt and expert service to clients

- Financial services experience is a must
- Experience managing growth Travel & Entertainment and Business 2 Business  portfolios consisting of clients with $300M+ annual sales revenue
- Strong excel and power point presentation is a must
- Strong financial acumen a must; ability to understand and read Profit and Loss statements/reports
- Experience building (and deepening) new client relationships across a client’s organization
- Experience providing account servicing and management
- Prior knowledge in the strategic sales process of growing an existing client base
- Sell with integrity, in alignment with compliance and internal partner business requirements
- Experience with CRM tools preferred
- Bachelor’s Degree required
- MBA Degree preferred
- Virtual Office Experience preferred
- Must meet with clients at least 6 times per month
- Must reside in the MD/NOVA area
Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.

ReqID: 18017240
Schedule (Full-Time/Part-Time): Full-time
Date Posted: May 16, 2019, 10:17:05 AM

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