Role Objective

The Field Sales Manager sits within a geographical territory and grows the customer base through face-to-face interactions with new prospect customers with annual company revenues ranging from $10M to $300M. The ideal candidate works with senior executives to close calls and land new accounts. The Field Sales Manager understands customer needs and leverages product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products. This is a field-based role in which in-person engagement through face-to-face interactions isrequired with prospects and clients.

Job Responsibilities

Prospecting (30 – 40% 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, and self-generated leads (e.g., tradeshows) to complement commercial acquisition of product sales opportunities 

▪ 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

Pipeline management (10 – 20% of time) 

▪ Effectively manage a pipeline of prospective customers provided by American Express and self-prospect within territory (Corporate and Business prospects with revenue between $10M-$300M) 

▪ 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

Client solution (10 – 20% 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 (10 – 20% 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

Account management & pipeline management 

▪ Manages a pipeline of opportunities, leveraging client data/analytics to plan and prioritize activities 

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 

▪ Proven experience winning new business relationships 

▪ Experience achieving sales quota and goals through multiple product offerings 

▪ Experience in a highly-regulated industry