Job Description

How will you make an impact in this role?

Retain and profitably grow a limited number of our largest and most strategic global and regional commercial card and payment clients. Qualified candidates must provide proactive and consultative engagement across a diverse set of senior stakeholders to develop strong client relationships and drive global program growth, profitability and retention.

• Create strategic vision and set goals to drive profitable growth and retention across key global and regional clients.
• Create and own holistic global and regional account plans that incorporate strategies and actions for:
  • Penetrating client relationships across business units, service units, and global/regional teams including metrics of success and regular formal reviews,
  • Creating global/regional growth opportunities through proactive consultation and deep understanding of client’s end-to-end payment eco-system,
  • Deepening and entrenching client stakeholder relationships, from the program level to the C-suite, and
  • Driving a robust pipeline of T&E and B2B payment opportunities to significantly grow both share of wallet and net new spend on American Express payment products and solutions.
• Lead contract negotiation strategy and management for contract renewals, RFP responses, and pricing proposals.
• Maintain detailed understanding of client’s industries, business and organizational goals and objectives, including but not limited to client’s financials, business strategy and business risks as it relates to global commercial card and supplier payments, and aligning those client needs to American Express products and services.
• Accountability in developing broad and deep relationships at all levels within American Express’s global organization, and across a wide scope of client teams and 3rd party strategic partners.
• Partner, collaborate and provide leadership across American Express’ global matrix teams to: (1) Cross-sell complimentary products and services designed for Commercial Card clients including B2B Payment Solutions and T&E Payment Products, (2) Assist client contacts to facilitate and interface with key linkages with internal American Express teams, including client management, operational and servicing, risk and underwriting, general counsel legal, product management and strategic partnership, and operational teams to ensure that client expectations, service quality and contractual obligations are met and/or exceeded.
• Resolve complex issues, including those related to global systems and process integrations, changing local market regulatory conditions, underwriting and risk management mitigations…etc., using formal project management plans, action plans, and risk management plans when required.

Minimum Qualifications:

• Deep experience in client management, sales, and/or business development roles with multi-national, enterprise-level companies, ideally in the T&E commercial card payments and the procure-to-pay process and payments solutions space.
• Proven track record in successfully driving growth and sales with global clients through developing and managing a robust pipeline of multiple opportunities, researching and understanding client needs, and planning strategically to progress the pipeline through solutions and consultative-based selling.
• Experience in global contract management, including development and leading complex negotiations, and leading internal collaborations with highly matrixed and decentralized global teams.
• Ability to develop, execute and complete a Work Plan, Strategy and Action Plan. Show the skill set to assemble and deliver a presentation telling a clear, concise value-driven story aimed at the specific outcome(s) with Procurement, Finance and Treasury professionals.
• Evidence of successfully managing global programs and projects with cross-functional teams in a global matrixed organization, including facilitating engagement with multiple subject matter experts, balancing competing leadership priorities with different teams, leading with influence and limited direct authority, and in environments with ambiguity.
• Ability to lead complex client discussions, manage escalations and influence decisions.
• Strong knowledge of and the ability to understand, discuss, negotiate, explain and present benefits of global commercial payment products and solutions, and their related economic, working capital and financial benefits to a client.
• Maturity of judgement in client and internal situations.
• Strong analytical skills.
• Ability to effectively leverage internal resources.
• Strong client service skills and responsiveness.
• Polished, professional negotiation and consultative selling skills.
• Solid knowledge of Global Corporate Payments products and services.
• Ability to drive results.
• Candidate must be able to work in a virtual setting and reside in the posted territory (NY/NJ/CT/NC/IL/MI).

Preferred Qualifications:

• 8+ years of Commercial Card and B2B Payments Relationship Management/Consulting/Sales experience with global clients.
• Corporate payments digital and operations experience.
• Strong understanding of Procure-to-Pay (P2P) processes, Expense management solutions, Accounting/ERP Systems and APIs.
• Negotiation and contract management experience.
• Program management skills and experience, ideally leading global teams.
• Project management skills and experience.
• Knowledge of the competitive environment within the Commercial Card, B2B and Procure-to-Pay space.
• Understanding of Treasury Services functions and T&E management.
• Understanding of Meetings and Events management is a plus.
• Travel – up to 50%.

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.

As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.