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Sr Manager of Strategic Relationship Management ID- 9768

About the position

Amex GBT is a place where colleagues find inspiration in travel as a force for good and - through their work - can make an impact on our industry. We're here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued. The Strategic Account Manager leads innovative account management strategies, focusing on increasing profitability and deepening client relationships within a portfolio of Global Business Travel Middle Market accounts. The role is centered on growing and increasing the non-transactional revenue of their portfolio through exceptional relationship management and consultative sales skills. This position requires a sophisticated ability to synthesize client needs and identify innovative solutions, a strong understanding of the external market, and in-depth knowledge of the power of the GBT value proposition.

 

The Strategic Account Manager will be responsible for proactively identifying new opportunities and delivering innovative solutions that continue to add value and expand Amex's web of influence. This includes leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue. The role involves selling consulting and strategic travel management solutions and engagements, developing an in-depth understanding of key business drivers, organizational culture, and the competitive position of clients. Strategic Account Managers must be able to understand their clients' individual needs, motivations, and 'hot buttons' to develop truly customer-focused solutions. Additionally, the Strategic Account Manager will research the marketplace and competitor products and services to highlight the value that distinguishes GBT products, leveraging MI, benchmarking, and technology as critical value drivers. They will create creative pricing strategies, contribute to ongoing client P&L management, and lead business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts. The role also includes enhancing the American Express Global Business Travel value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development. Developing client innovation forums, including agenda ideas and content, guest speakers, panelists, and facilitators specific to driving premium revenue is also a key responsibility.

Responsibilities

Requirements

  • 3 to 5 years TMC account/client management, sales, consulting, or procurement experience required.
  • Proven success in consultative selling is required, in addition to demonstrated success increasing client revenue and profitability.
  • Demonstrated ability to create strategic vision, build action plans, set goals.
  • Proven innovative problem-solving abilities and decision-making skills required, in addition to project management, prioritization, and planning skills.
  • Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions.
  • Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally.
  • A sophisticated range of communication and presentation skills to present complex ideas in a simple and compelling way to a wide variety of audiences.
  • Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.
  • Strong financial acumen and analytical mindset required to leverage the key drivers of profitability.
  • Strong business acumen required to communicate the Amex/Business Travel value proposition up to and including the 'C Suite'.
  • Strong collaborative skills.
  • Previous experience with clients in Middle Market accounts ($5-$20MM air volume) and travel management preferred.
  • Advanced Excel, Word, and PowerPoint skills required.

Nice-to-haves

  • Previous experience with clients in Middle Market accounts ($5-$20MM air volume) and travel management preferred.

Benefits

  • Flexible benefits tailored to each country starting the day you do, including health and welfare insurance plans, retirement programs, parental leave, and adoption assistance.
  • Travel perks with choices of deals each week from major travel providers on flights, hotels, cruises, and car rentals.
  • Global tuition assistance and access to over 20,000 courses on the learning platform, leadership courses, and new job openings available to internal candidates first.
  • Wellbeing resources to support mental and emotional health for you and your immediate family.
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