B2B Sales Manager Acquisition

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B2B is one of the fastest growing and dynamic areas of our Global Merchant Services business. The UK B2B team has been successful in acquiring strategic merchants via reaching out to an increasing range of B2B industries and growing non-T&E spend with our issuing partner, Global Commercial Payments. Leveraging innovative new electronic payment solutions, in addition to the traditional card platforms, our merchant value proposition consists of 4 key pillars - Improve Cash flow, Enhance Customer Loyalty, Attract New Business and Drive back-office Process Efficiencies.

This senior sales role will involve prospecting to mid / large B2B merchants across a diverse range of industries. Many of the sales will be high value, high complexity opportunities with key relevance to our Corporate client base.

Key to the success of this role will be the ability to develop a strong relationship with the Global Corporate Payments (GCP) organisation as the main issuing partner for B2B merchants and leveraging your own self generation skills to identify new opportunities. Your ability to successfully engage at the CFO / VP level across these prospect merchants will be critical to your success.

The working environment is both challenging and highly collaborative, and this role offers a really differentiated career development opportunity.

Key deliverables

• Selling B2B acceptance of American Express Card products to a diverse base of B2B merchants and enrolling them onto the network
  
• Analysis of industries and potential merchants to identify B2B opportunities (i.e. cash flow, loyalty, back office efficiencies)
  
• Effective use of financial modelling in order to support the B2B value proposition in strategic sales (i.e. cash flow analysis, DPP, DSO)
  
• Effective management of sales including prospecting, a flexible sales approach at the executive / CFO level (externally) and VP (internally)
  
• Working with internal departments throughout the implementation process to successfully onboard the merchant implementation (GCC, CSi, Network Development)
  
• Working closely with the merchant to understand the ordering and reconciliation processes to support sales across multiple industries
  
• 2018 Sales Incentive scorecard:
  
• 100% New Booked Charge Volume covering the acquisition of merchants to accept Purchasing Card, vPayment and Corporate Cards from GCP demand and self-generated leads.
  
• Strong pipeline management and execution utilizing Merchant Force tools
  
• B2B Payment Processing subject matter expert, with strong appreciation for P2P processes, GCP product set and AXP differentiation
  
• Act as an interface for GCP business, representing B2B and the wider GMS organisation as required
  

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.

Qualifications

Unique knowledge and skills required:

• Tenured sales person selling in complex financial solutions at the FD/CFO level
  
• A proven consultative selling ability in a B2B finance market (cashflow optimisation/vertical approach ESSENTIAL)
  
• Ability to self-generate new opportunities from industry research
  
• Fluent understanding of the principles of cash flow, P/L and balance sheet statements and how they influence / benefit both card member and merchant
  
• Detailed knowledge of the GCP B2B Payment products and a working knowledge of the product functionality
  
• Ability to uncover a latent need within the merchants business that drive incremental business opportunities for AXP
  
• Demonstrated analytical and creative problem solving skills. Inquisitive mind-set, with ability to identify root causes and propose resolutions to process and technical challenges
  
• Demonstrated ability to quickly establish credibility and working relationships (with new clients) to influence at CFO / Marketing / Procurement exec level (externally) and VP/Director level (internally)
  

Must demonstrate the following skills:

• Strategic professional with experience in structuring win-win partnerships at the CFO / executive level
  
• Experienced and successful in securing complex multimillion dollar deals
  
• Ability to work collaboratively across Blue Box (notably GCP, GNO, Pricing, World Service) to influence decisions and drive cross-functional initiatives
  
• Broad based business skills covering sales, marketing and financial disciplines
  
• Demonstrated thought leadership and ability to influence others
  
• Strategic agility, sound judgment and excellent problem solving skills
  
• Excellent written and oral presentation skills
  
• High levels of innovation and self-motivation
  

Location: Virtual - (London- South East of England base preferred)

Why American Express?

Talk to our people and you'll find out what we're really all about. Open, creative, risk-taking, collaborative and innovative are just some of the expressions you'll hear. It's our culture that makes American Express an outstanding place to work, and a big part of why we regularly win best workplace awards all over the world including recognition amongst the World's Best Multinational Workplaces by Great Place to Work and Glassdoor's 2017 Best Places to Work. If you're ready to take on a challenge and make an impact, you owe it to yourself to launch or grow your career here.

To complete your application please click on the links below. However, if you require any assistance with the completion of this process - or need any reasonable adjustments to be made - then please contact the Recruitment Team on or (for Russia based candidates ).