American Express Global Business Travel
Manager of Business Development, SME Mid Market - Southern California
American Express Global Business Travel, California, Pennsylvania, United States, 15419
Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.Ready to explore a career path? Start your journey.American Express Global Business Travel
is dedicated to helping its clients realize the greatest possible value from their investment in travel through a robust combination of industry-leading technology tools, travel-management consulting expertise, strategic sourcing and supplier negotiation, customer support available around the world, around the clock, online and offline, resulting in increased cost savings, outstanding customer service and great spend control.We’re moving faster than ever and introducing new products, services, and strategies that will revolutionize the travel industry and bring greater value to our business customers. Their success expands our success, so we put heart and soul into helping our clients achieve results that exceed all expectations. As the world’s largest travel management company, we are continuing to build alliances with key travel leaders and suppliers throughout the world, strengthening our position as a quality provider to companies of all sizes.Should you be part of our distinguished team?If you have previous experience in sales/new business development and seek the opportunity to build influential relationships with new prospects and develop a web of influence at senior levels, all while achieving true work/life balance; invest in your career at American Express Global Business Travel. With over 150 years of innovation behind us,
our future could not look more promising.The Role:
The Manager of Business Development (MBD) will be responsible for the generation of new sales in the Middle Market Select Segment covering a territory which focuses on accounts in a range of air volume. This is an individual contributor role. The successful candidate must have knowledge in technology solutions and a keen ability to deliver client specific based solutions. Responsible for providing integrated solutions both online and offline to help corporations manage and optimize their travel spend/investment. This is accomplished through process and purchase savings. The MBD will be also responsible for building and maintaining relationships with key internal stakeholders along with building and developing senior level client contacts to work and contribute in a team approach. The key to this role is to grow and increase revenue through a combination of skills:Exceptional relationship management and consultative sales skills.A sophisticated ability to synthesize client needs.Identify opportunities, drive growth and develop innovative, value‑add and client focused solutions.A strong understanding of the external market and in‑depth knowledge of the power of the GBT value proposition.Responsibilities:
Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to add value and expand Amex’s web of influence.Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue.Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients.Strategic MBD must be able to ‘get under the skin’ of the individual clients they work with and understand their individual needs, motivations and ‘hot buttons’ in order to develop truly customer focused solutions.Researching the marketplace and competitor products and services to highlight the value that distinguishes GBT products, and specifically leverages MI, benchmarking, and technology as critical value drivers.Creating creative pricing strategies, and contributing to ongoing client P&L management.Leading business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.Enhancing the American Express Global Business Travel value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development.Developing client innovation forums, including agenda ideas and content, guest speakers, panelists, and facilitators specific to driving premium revenue.Qualifications:
3 to 5 years account / client management, sales, consulting, or procurement experience required.Proven success in consultative selling is required, in addition to demonstrated success increasing client revenue and profitability.Demonstrated ability to create strategic vision, build action plans, set goals.Proven innovative problem-solving abilities and decision making skills required, in addition to project management, prioritization, and planning skills.Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions.Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally, to successfully navigate through client organizations.Highly articulate written and verbal communication skills with a sophisticated range of communication and presentation skills to present complex ideas in a simple and compelling way to a wide variety of audiences.Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.Strong financial acumen and analytical mindset required to leverage the key drivers of profitability.Strong Business acumen required to communicate the Amex/Business Travel value proposition up to and including the “C Suite”.Strong collaborative skills.Previous experience with clients in Middle Market accounts ($500-$3MM).Advanced Excel, Word and PowerPoint skills required.Virtual office experience a plus!Must be able to travel 50% of the time.Ideal candidate will be located in the Orange County, San Diego, or surrounding area.Location
United States - California - Virtual LocationThe US national annual base salary range for this position is from $70,000 to $140,000. The national range provided includes the base salary that GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.In addition to base salary, this role is eligible for either our Annual Incentive Award plan, which rewards participants based on company and individual performance, or eligible for one of our metric-driven Sales Incentive Plans (certain sales roles only). An eligible employee can only participate in one of these plans during an eligible period. This role is also eligible for awards under the company Equity Incentive Plan, which is designed to align participants' interests with those of shareholders. For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.GBT 2023 Benefits-at-a-Glance
The #TeamGBT Experience
Work and life: Find your happy medium at Amex GBT.Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and more.Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.Develop the skills you want when the time is right for you, with global tuition assistance, access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.We strive to champion Diversity, Equity, and Inclusion in every aspect of our business at GBT. You can connect with colleagues through our global Inclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.Wellbeing resources to support mental and emotional health for you and your immediate family.And much more!All qualified applicants will receive equal consideration for employment without regard to age, gender identity (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, race, color, religion, creed, national origin, disability, veteran status, citizenship or marital status. It is our policy to maintain an equal-opportunity environment free from intimidation, harassment or bias for our candidates, colleagues, clients and suppliers.We are committed to providing reasonable accommodation to individuals with disabilities. Please, let your recruiter know if you need an accommodation at any point during the hiring process. For more details, please consult GBT Recruitment Privacy Statement.What if I don’t meet every requirement? If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;
#J-18808-Ljbffr
is dedicated to helping its clients realize the greatest possible value from their investment in travel through a robust combination of industry-leading technology tools, travel-management consulting expertise, strategic sourcing and supplier negotiation, customer support available around the world, around the clock, online and offline, resulting in increased cost savings, outstanding customer service and great spend control.We’re moving faster than ever and introducing new products, services, and strategies that will revolutionize the travel industry and bring greater value to our business customers. Their success expands our success, so we put heart and soul into helping our clients achieve results that exceed all expectations. As the world’s largest travel management company, we are continuing to build alliances with key travel leaders and suppliers throughout the world, strengthening our position as a quality provider to companies of all sizes.Should you be part of our distinguished team?If you have previous experience in sales/new business development and seek the opportunity to build influential relationships with new prospects and develop a web of influence at senior levels, all while achieving true work/life balance; invest in your career at American Express Global Business Travel. With over 150 years of innovation behind us,
our future could not look more promising.The Role:
The Manager of Business Development (MBD) will be responsible for the generation of new sales in the Middle Market Select Segment covering a territory which focuses on accounts in a range of air volume. This is an individual contributor role. The successful candidate must have knowledge in technology solutions and a keen ability to deliver client specific based solutions. Responsible for providing integrated solutions both online and offline to help corporations manage and optimize their travel spend/investment. This is accomplished through process and purchase savings. The MBD will be also responsible for building and maintaining relationships with key internal stakeholders along with building and developing senior level client contacts to work and contribute in a team approach. The key to this role is to grow and increase revenue through a combination of skills:Exceptional relationship management and consultative sales skills.A sophisticated ability to synthesize client needs.Identify opportunities, drive growth and develop innovative, value‑add and client focused solutions.A strong understanding of the external market and in‑depth knowledge of the power of the GBT value proposition.Responsibilities:
Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to add value and expand Amex’s web of influence.Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue.Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients.Strategic MBD must be able to ‘get under the skin’ of the individual clients they work with and understand their individual needs, motivations and ‘hot buttons’ in order to develop truly customer focused solutions.Researching the marketplace and competitor products and services to highlight the value that distinguishes GBT products, and specifically leverages MI, benchmarking, and technology as critical value drivers.Creating creative pricing strategies, and contributing to ongoing client P&L management.Leading business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.Enhancing the American Express Global Business Travel value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development.Developing client innovation forums, including agenda ideas and content, guest speakers, panelists, and facilitators specific to driving premium revenue.Qualifications:
3 to 5 years account / client management, sales, consulting, or procurement experience required.Proven success in consultative selling is required, in addition to demonstrated success increasing client revenue and profitability.Demonstrated ability to create strategic vision, build action plans, set goals.Proven innovative problem-solving abilities and decision making skills required, in addition to project management, prioritization, and planning skills.Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions.Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally, to successfully navigate through client organizations.Highly articulate written and verbal communication skills with a sophisticated range of communication and presentation skills to present complex ideas in a simple and compelling way to a wide variety of audiences.Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.Strong financial acumen and analytical mindset required to leverage the key drivers of profitability.Strong Business acumen required to communicate the Amex/Business Travel value proposition up to and including the “C Suite”.Strong collaborative skills.Previous experience with clients in Middle Market accounts ($500-$3MM).Advanced Excel, Word and PowerPoint skills required.Virtual office experience a plus!Must be able to travel 50% of the time.Ideal candidate will be located in the Orange County, San Diego, or surrounding area.Location
United States - California - Virtual LocationThe US national annual base salary range for this position is from $70,000 to $140,000. The national range provided includes the base salary that GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.In addition to base salary, this role is eligible for either our Annual Incentive Award plan, which rewards participants based on company and individual performance, or eligible for one of our metric-driven Sales Incentive Plans (certain sales roles only). An eligible employee can only participate in one of these plans during an eligible period. This role is also eligible for awards under the company Equity Incentive Plan, which is designed to align participants' interests with those of shareholders. For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.GBT 2023 Benefits-at-a-Glance
The #TeamGBT Experience
Work and life: Find your happy medium at Amex GBT.Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and more.Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.Develop the skills you want when the time is right for you, with global tuition assistance, access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.We strive to champion Diversity, Equity, and Inclusion in every aspect of our business at GBT. You can connect with colleagues through our global Inclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.Wellbeing resources to support mental and emotional health for you and your immediate family.And much more!All qualified applicants will receive equal consideration for employment without regard to age, gender identity (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, race, color, religion, creed, national origin, disability, veteran status, citizenship or marital status. It is our policy to maintain an equal-opportunity environment free from intimidation, harassment or bias for our candidates, colleagues, clients and suppliers.We are committed to providing reasonable accommodation to individuals with disabilities. Please, let your recruiter know if you need an accommodation at any point during the hiring process. For more details, please consult GBT Recruitment Privacy Statement.What if I don’t meet every requirement? If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;
#J-18808-Ljbffr