Manager of Business Development, New York Territory

  • Company: American Express Global Business Travel
  • Location: New York, New York
  • Posted: December 21, 2017
  • Reference ID: J-32719
American Express Global Business Travel provides a combination of industry-leading technology, travel management consulting expertise, strategic sourcing and supplier negotiation support and customer service available around the world, around the clock both online and offline. We are dedicated to helping its clients realize the greatest possible value from their investment in travel through increased cost savings, outstanding customer service and great spend control. For small businesses, medium-sized enterprises and multinational corporations.

If you have previous experience in sales/new business development and seek the opportunity to create new business within a regional territory, 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 with American Express Global Business Travel.

The Manager of Business Development (MBD) will be responsible for the generation of new sales in Middle Market Direct space which focuses on accounts with annual air volume of $400K-3M. This is an individual contributor role. The candidate must have knowledge in technology solutions, a strong industry reputation, knowledge of the specific client base and the ability to see client specific based solutions. Responsible for providing integrated solutions both online and offline to help corporations manage and optimize their travel spend/investment. 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.

Job responsibilities:
  • Drive new sales from prospective clients with air travel spend from $400K to $3M
  • Achieve new sales targets
  • Execute a timely sales cycle
  • Sell core GBT solutions
  • Spend significant time on prospecting, ensuring implementation of accounts, and managing new signings through the first 13 months of Booked Air Volume
  • 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

Key Qualifications:
  • Proactively and consistently demonstrates the value of partnering with GBT LLC , highlighting key pillars of the value proposition
  • 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 managing objections
  • Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action
  • Results focus
  • Demonstrates a competitive, positive, driven attitude, quickly adapts to different situations, and recovers from setbacks
  • Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise
  • Influence & persuasion
  • Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
  • Utilizes innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes
  • Prospecting & referral
  • Actively prospects to build a pipeline of opportunities, prioritizing by potential value, sales cycle length, and win probability
  • Tenaciously networks to establish, maintain, and expand business relationships and referral sources, especially cold contacts
  • Consultative selling
  • 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
  • Market & industry knowledge
  • Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations

United States>New York>Virtual Location

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