National Accounts Manager
Location:
Dayton , Ohio
Posted:
March 27, 2017
Reference:
2002951817
The Strategic Account Manager leads innovative account management strategies, and is focused on increasing profitability and deepening client relationships within a portfolio of Global Business Travel accounts. The Strategic Account Manager's role is to grow and increase the non-transactional revenue of their portfolio, through a combination of exceptional relationship management and consultative sales skills, a sophisticated ability to synthesize client needs and identify innovative solutions, a strong understanding of the external market, and their in-depth knowledge of the power of the GBT value proposition. In order to drive growth and develop innovative, value-add and client focused solutions, the Strategic Account Manager will also be responsible for:
  • 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. The Strategic Account Manager will specifically focus on selling consulting and strategic travel management solutions and engagements.
  • Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients. Strategic Account Managers 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 AXP 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.
  • Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients. Strategic Account Managers 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 AXP 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.
  • 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, in order to successfully navigate through client organizations.
  • A sophisticated range of communication and presentation skills in order 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 ($3-$20MM air volume) and travel management preferred.
  • Advanced Excel, Word and PowerPoint skills required.
  • Virtual office experience a plus! This position will manage a client portfolio in Ohio and Texas, and the successful candidate must reside within these areas.
  • Must be able to travel 25-30% of the time.

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Location
United States>Ohio>Virtual Location

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