Manager - International Account Development (Virtual - US)

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 candidate must provide proactive consultation to develop strong customer relationships and to drive and lead global program growth, profitability and retention.

• Create strategic vision and set goals to drive profitable growth and retention across key global and regional customers

• Create and own holistic global and regional account business plans that incorporate strategies and actions for: (1) Penetrating customer relationships across business units, service units, and global/regional teams including metrics of success and regular formal reviews, (2) Creating global/regional growth opportunities through proactive consultation and deep understanding of customer end-to-end payment eco-system, (3) Deeping and entrenching customer relationships, from the program level up to the C-suite, and (4) Driving a robust pipeline of opportunities to significantly grow both share of wallet spend and net new spend on American Express products and solutions.

• Lead contract negotiation strategy and management for contract renewals, RFP responses, and pricing proposals

• Maintaining detailed understanding of customers industries, business and organizational goals and objectives, including but not limited to, a deep understanding of customer financials, business strategy and business risks as it relates to global commercial card and supplier payments, and aligning those customer needs to American Express products and services.

• Accountability in developing broad and deep relationships at all levels organizationally, globally, and across a wide scope of American Express teams, customer 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 customer 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 customer 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 customer 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 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 and financial benefits to a client

• Maturity of judgement in client and internal situations

• Strong analytical skills

• Ability to effectively leverage internal resources

• Strong customer service skills and responsiveness

• Polished, professional negotiation and 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

• Preferred Qualifications:

• 8 years of Commercial Card Relationship Management/Consulting/Sales experience with global customers

• Corporate finance, accounting and finance operations experience

• Strong understanding of Procure-to-Pay (P2P) processes, Expense management solutions and Accounting/ERP Systems

• 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 and P2P space

• Understanding of Treasury functions and T&E management

• Understanding of Meetings and Events management is a plus

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

• 8 years of Commercial Card Relationship Management/Consulting/Sales experience with global customers
• Corporate finance, accounting and finance operations experience
• Strong understanding of Procure-to-Pay (P2P) processes, Expense management solutions and Accounting/ERP Systems
• 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 and P2P space
• Understanding of Treasury functions and T&E management
• Understanding of Meetings and Events management is a plus