Manager-Business Development (Valencia, CA) - job 1 of 2

You Lead the Way. We’ve Got Your Back.

With the right backing, people and businesses have the power to progress in incredible ways. When you join Team Amex, you become part of a global and diverse community of colleagues with an unwavering commitment to back our customers, communities and each other. Here, you’ll learn and grow as we help you create a career journey that’s unique and meaningful to you with benefits, programs, and flexibility that support you personally and professionally.

At American Express, you’ll be recognized for your contributions, leadership, and impact—every colleague has the opportunity to share in the company’s success. Together, we’ll win as a team, striving to uphold our company values and powerful backing promise to provide the world’s best customer experience every day. And we’ll do it with the utmost integrity, and in an environment where everyone is seen, heard and feels like they belong.

Join Team Amex and let’s lead the way together.

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 is required 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