Role Objective 

The Field Strategic Expansion Manager sits within a geographical territory and is responsible for face-to-face business development and management of high revenue, low charge volume existing customers. This position proactively reaches out to customers to uncover opportunities, identify new product opportunities better suited for customer needs and establish American Express as the primary relationship. This is a field-based role in which in person engagement through face-to-face interactions is required with prospects/clients. 

Job Responsibilities 

Planning (10 – 20% of time)  

▪ Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through firm provided leads and contact-lists, no self-prospecting  

▪ All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective clients needs. 

▪ Business travel is required with the expectation of 25-50% of time spent in-market with prospects and clients. 

Portfolio management (10 – 20% of time)  

▪ Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects  

▪ Answer customer inquiries and bring in technical sales and product specialists to support technical implementation  

Client solution (20 – 30% of time)  

▪ Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement  

▪ 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)  

▪ Successfully negotiate, and consensually move the prospect through the next phase of the acquisition cycle (e.g., underwriting) in accordance with applicable disclosures, terms and conditions  

▪ Reaffirm deal details, secure necessary signatures and upon deal completion successfully transition client to Field Account Development to nurture, assess and further expand relationship and volume  

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, Skills, Attributes, and Experience 

Knowledge and Skills  

Portfolio management  

▪ Manages a portfolio of customers, leveraging client data/analytics to plan and prioritize activities within large accounts  

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 

▪ Bachelor's degree preferred  

▪ Excellent sales experience, 5 - 7 years minimum  

▪ Experience partnering with clients across various markets / industries  

▪ Experience in a highly-regulated industry