American Express Global Business Travel
Manager of Business Development, SME, Mid Market, Northern CA
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 providing expert travel management service and industry-leading technology for clients to realize the greatest value from their investment in travel. American Express Global Business Travel delivers consulting expertise, strategic sourcing, supplier negotiation support and traveler service available around the world, around the clock resulting in increased cost savings, spend control, and outstanding customer service.We’re leading our clients to a thoughtful return-to-travel by introducing new products, services, and strategies that will redefine 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 build and maintain alliances with key travel leaders and suppliers throughout the world, strengthening our position as a quality provider to companies of all sizes.If you have exceptional experience in new business development and seek the opportunity to generate new business within a regional territory, build influential relationships with partners and prospects, and develop a web of influence at senior levels, all while achieving true work/life balance; navigate your great at American Express Global Business Travel. With over 150 years of innovation behind us, our future could not look more promising as business travel returns around the world.Position Overview
The Manager of Business Development (MBD) will be responsible for the generation of new sales acquisition of SME businesses. This is an individual contributor role. The successful candidate must have knowledge in technology tools such as Salesforce and Zoom Info and have a keen ability to deliver client specific solutions. The MBD would be responsible for delivering integrated, customized travel management to help corporations manage and maximize their travel investment. The Manager of Business Development is responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.Key Role Objectives
The key role objective is to grow and increase revenue through a combination of skills:Aggressive prospecting and documentationExecutive Presence and exceptional relationship management and consultative sales to C-Level executivesAbility to conduct deep Discovery with CFOs, Procurement Leaders & Corporate Travel Managers to provide customized solutions, proposals, presentations, and technology demos that articulate how GBT can meet the prospect’s long-term travel management needs.Understanding a P & L, financial competence in order to articulate cost of program benefitsActive development and management of pipeline to achieve goals and targets, and the ability to articulate needs and solutions to internal partners and leaders to grow your business.A strong understanding of the travel management landscape and deep knowledge and delivery of the power of the GBT value proposition.Responsibilities
Drive new sales from prospective clients within a given territory and spend segment.In territory travel required at least fifty percent of the manager’s time to build pipeline and maintain relationships with our current and new clients in addition conduct regional prospect searches.Achieve new monthly sales, transaction and Key Performance Indicator targets.Maintain accurate records, such as daily activity and pipeline progress.Develop deep knowledge of and sell core GBT products and solutions by creating and delivering compelling and relevant presentations, demonstrating the value of partnering with GBT LLC, and highlighting key pillars of the value proposition aligned to the prospects goals.Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and leading new signings through the first 13 months of activation.Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.Gains a commitment from the prospect to move forward by asking for the business and successfully handling objections.Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to actionUses innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.Qualifications
History of exceeding sales targets in a SaaS and/or Travel consultative environment.Sophisticated proficiency with pipeline management, with a CRM experience, preferably SalesforceActively prospects to build a pipeline of opportunities, prioritizing by potential value, sales cycle length, and win probability.Exhibits professional and technical knowledge by attending industry events, reviewing professional publications, establishing personal networks, and participating in professional societies.Results focused, with Influence & persuasion.Demonstrates a competitive, positive, driven demeanor, quickly adapts to different situations, and recovers from setbacks.Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise.Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services.Steadfastly networks to establish, maintain, and expand business relationships and referral sources, including cold contacts.Effectively identifies client needs to configure solutions that address client requirements and deliver value.Positions products and services to meet specific prospect needs and solicits feedback about the value of proposed solutions.Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations.50% travel required within Northern California territory.This position is remote and will support the territory covering the assigned territory.
The Candidate must reside in Northern California, the territory that is supported.It is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.GBT Recruitment Privacy StatementLocationUnited 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-GlanceThe #TeamGBT ExperienceWork 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;” please apply anyway. You may be exactly the person we’re looking for!
#J-18808-Ljbffr
The Manager of Business Development (MBD) will be responsible for the generation of new sales acquisition of SME businesses. This is an individual contributor role. The successful candidate must have knowledge in technology tools such as Salesforce and Zoom Info and have a keen ability to deliver client specific solutions. The MBD would be responsible for delivering integrated, customized travel management to help corporations manage and maximize their travel investment. The Manager of Business Development is responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.Key Role Objectives
The key role objective is to grow and increase revenue through a combination of skills:Aggressive prospecting and documentationExecutive Presence and exceptional relationship management and consultative sales to C-Level executivesAbility to conduct deep Discovery with CFOs, Procurement Leaders & Corporate Travel Managers to provide customized solutions, proposals, presentations, and technology demos that articulate how GBT can meet the prospect’s long-term travel management needs.Understanding a P & L, financial competence in order to articulate cost of program benefitsActive development and management of pipeline to achieve goals and targets, and the ability to articulate needs and solutions to internal partners and leaders to grow your business.A strong understanding of the travel management landscape and deep knowledge and delivery of the power of the GBT value proposition.Responsibilities
Drive new sales from prospective clients within a given territory and spend segment.In territory travel required at least fifty percent of the manager’s time to build pipeline and maintain relationships with our current and new clients in addition conduct regional prospect searches.Achieve new monthly sales, transaction and Key Performance Indicator targets.Maintain accurate records, such as daily activity and pipeline progress.Develop deep knowledge of and sell core GBT products and solutions by creating and delivering compelling and relevant presentations, demonstrating the value of partnering with GBT LLC, and highlighting key pillars of the value proposition aligned to the prospects goals.Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and leading new signings through the first 13 months of activation.Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.Gains a commitment from the prospect to move forward by asking for the business and successfully handling objections.Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to actionUses innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.Qualifications
History of exceeding sales targets in a SaaS and/or Travel consultative environment.Sophisticated proficiency with pipeline management, with a CRM experience, preferably SalesforceActively prospects to build a pipeline of opportunities, prioritizing by potential value, sales cycle length, and win probability.Exhibits professional and technical knowledge by attending industry events, reviewing professional publications, establishing personal networks, and participating in professional societies.Results focused, with Influence & persuasion.Demonstrates a competitive, positive, driven demeanor, quickly adapts to different situations, and recovers from setbacks.Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise.Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services.Steadfastly networks to establish, maintain, and expand business relationships and referral sources, including cold contacts.Effectively identifies client needs to configure solutions that address client requirements and deliver value.Positions products and services to meet specific prospect needs and solicits feedback about the value of proposed solutions.Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations.50% travel required within Northern California territory.This position is remote and will support the territory covering the assigned territory.
The Candidate must reside in Northern California, the territory that is supported.It is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.GBT Recruitment Privacy StatementLocationUnited 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-GlanceThe #TeamGBT ExperienceWork 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;” please apply anyway. You may be exactly the person we’re looking for!
#J-18808-Ljbffr