Role Objective

The Account Executive is a telephone-based position responsible for the development and management of high potential and high spending clients. This position is responsible for the overall management (expansion and retention) of a defined portfolio of high-value existing customers.

Planning (10 – 20% of time)

▪ Effectively manage a dedicated portfolio of high-value existing Business and Corporate customers provided by American Express within territory

Relationship management (10 – 20% of time)

▪ Proactively reach out to customers to uncover opportunities, treat the customer until there’s a change in customer spend in alignment with growth or retention conversations

Client solution (20 – 30% of time)

▪ Use consultative skills to maintain and develop the existing customer relationship and substantially grow charge volume (e.g., onboarding new vendors, expanding existing vendors, adding supplemental cards)

▪ Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Pricing, Contract), key internal partners (Risk, UWA, PPI) and tools (ONE.force, C360)

Negotiate and close (20 – 30% of time)

▪ Partner closely with Field Dedicated Portfolio Account Development team when a telephone-managed customer requires a face-to-face visit

▪ Partner with specialized sales team for product cross-sell (AP Automation), further entrenching clients with use of the American Express suite of products and services

Compliance (100% of time)

▪ Ensure all aspects of the American Express Code of Conduct, and our Sales Practices policies, standard, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements

Knowledge and Skills

Relationship management

▪ Strong customer relationship building skills to follow through and motivate clients to act

Consultative selling

▪ Effectively identifies client needs to configure solutions that address client requirements and deliver value

Closing

▪ Overcomes objections and resistance to proposed solutions with key client decision makers

Influence & persuasion

▪ Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services

Demonstrating value

▪ Proactively and consistently demonstrates the value of partnering with American Express

Results focus

▪ Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks

Market, industry, & product knowledge

▪ Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation

Attributes

▪ High learning agility

▪ Intellectually curious

▪ Collaborative and growth mindset

▪ Personal accountability

▪ Compliance focused

Experience

▪ Bachelors degree strongly preferred

▪ Excellent sales experience, 3 – 5 years minimum

▪ Experience partnering with clients across various markets / industries

▪ Experience in a highly regulated industry

Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions