Date: Feb 24, 2014
Location: Philadelphia, PA, US
Sr. Manager Client Management-14002881
Description
Merchant Services, the Merchant Network of American Express, acquires and maintains relationships with millions of merchants who welcome American Express branded cards. Our goal is to be an indispensable payments partner of our merchant customers, while simultaneously delivering differentiated products and services that meet or exceed customer needs and drive revenue growth and premium economics for both our merchants and American Express.
This Senior Regional Client Manager role will leverage consultative selling skills to retain customers and expand card usage within approximately 80 Regional B2B and B2C companies representing several hundred million in annual American Express charge volume. Client Mangers will need to develop an in-depth understanding of the merchant's organization, customer segments, transaction types, sales channels and industry in order to expand card usage through selling in acceptance at new lines of business and broadening existing acceptance levels. This will require broadening and escalating relationships with existing customers as well as selling in and negotiating with C-Level executives in various functions such as Finance, Treasury, Sales and Marketing. Negotiations will require Client Managers to have a strong financial acumen to demonstrate the value of accepting Amex and the ROI for business building activities. Client Mangers will build long lasting relationships through continual interactions with merchants engaging them about their business, market place and strategic challenges.
The role of the Client Manager offers a great opportunity to leverage and develop relationship management and consultative selling skills, while working in a challenging and collaborative environment.
Relationship Management:
- Retaining 100% of existing customers
- Managing and deepening merchant relationships
- Demonstrate, communicate and gain acknowledgement of Amex value to our merchants.
- Monitoring health of merchant experience (E.G., Processing, Disputes, Fraud)
- Proactively addressing potential regulatory changes
- Visiting with merchants on a regular basis
- Participating in pricing initiatives
Sales:
- Growing charge volume in existing lines of business
- Driving expansion of card acceptance in new lines of business
Qualifications
- Strong relationship management and consultative selling skills with a demonstrated ability to establish, maintain, and deepen partnerships with customers
- Identify and drive profitability within a portfolio
- Demonstrated success in account / pipeline management and strategic account and portfolio planning
- Strong negotiation, influencing and collaboration skills
- Superior customer focus and drive for results
- Proven ability to take initiative and work independently
- Strong financial and analytical acumen
- Market / Industry knowledge
- Business to Business sales experience preferred
- Payments industry knowledge (Preferred)
- 3-5 years successful sales / relationship management and business development experience required
- Prior experience partnering with senior level decision makers up to the C-level is required
- High degree of proficiency in MS Office (Word, PowerPoint, Excel) required
- Prior experience with Salesforce.com is a plus.
- Virtual office experience a plus!
- Bachelor's Degree required
- Candidates must reside in Philadelphia area or in close proximity in New Jersey.
This employee will be on the road visiting merchants on average ten days per month. As such, a company car is provided as part of the compensation package.
A motor vehicle records check will be conducted for all successful candidates at the time of offer. Disclosure of all moving violations within the last 3 years (Including, but not limited to: Speeding Tickets, Refusal to submit to BAC (Blood Alcohol Content), Reckless Driving, Leaving scene of accident, and Drivers License suspension for moving violations) is required during the application process.
Job: Sales
Primary Location: US-Pennsylvania-Philadelphia
Schedule: Full-time
Nearest Major Market: Philadelphia
Job Segments: Marketing Manager, Manager, Law, Credit, Business Development, Marketing, Management, Legal, Finance, Sales
Description
Merchant Services, the Merchant Network of American Express, acquires and maintains relationships with millions of merchants who welcome American Express branded cards. Our goal is to be an indispensable payments partner of our merchant customers, while simultaneously delivering differentiated products and services that meet or exceed customer needs and drive revenue growth and premium economics for both our merchants and American Express.
This Senior Regional Client Manager role will leverage consultative selling skills to retain customers and expand card usage within approximately 80 Regional B2B and B2C companies representing several hundred million in annual American Express charge volume. Client Mangers will need to develop an in-depth understanding of the merchant's organization, customer segments, transaction types, sales channels and industry in order to expand card usage through selling in acceptance at new lines of business and broadening existing acceptance levels. This will require broadening and escalating relationships with existing customers as well as selling in and negotiating with C-Level executives in various functions such as Finance, Treasury, Sales and Marketing. Negotiations will require Client Managers to have a strong financial acumen to demonstrate the value of accepting Amex and the ROI for business building activities. Client Mangers will build long lasting relationships through continual interactions with merchants engaging them about their business, market place and strategic challenges.
The role of the Client Manager offers a great opportunity to leverage and develop relationship management and consultative selling skills, while working in a challenging and collaborative environment.
Relationship Management:
- Retaining 100% of existing customers
- Managing and deepening merchant relationships
- Demonstrate, communicate and gain acknowledgement of Amex value to our merchants.
- Monitoring health of merchant experience (E.G., Processing, Disputes, Fraud)
- Proactively addressing potential regulatory changes
- Visiting with merchants on a regular basis
- Participating in pricing initiatives
Sales:
- Growing charge volume in existing lines of business
- Driving expansion of card acceptance in new lines of business
Qualifications
- Strong relationship management and consultative selling skills with a demonstrated ability to establish, maintain, and deepen partnerships with customers
- Identify and drive profitability within a portfolio
- Demonstrated success in account / pipeline management and strategic account and portfolio planning
- Strong negotiation, influencing and collaboration skills
- Superior customer focus and drive for results
- Proven ability to take initiative and work independently
- Strong financial and analytical acumen
- Market / Industry knowledge
- Business to Business sales experience preferred
- Payments industry knowledge (Preferred)
- 3-5 years successful sales / relationship management and business development experience required
- Prior experience partnering with senior level decision makers up to the C-level is required
- High degree of proficiency in MS Office (Word, PowerPoint, Excel) required
- Prior experience with Salesforce.com is a plus.
- Virtual office experience a plus!
- Bachelor's Degree required
- Candidates must reside in Philadelphia area or in close proximity in New Jersey.
This employee will be on the road visiting merchants on average ten days per month. As such, a company car is provided as part of the compensation package.
A motor vehicle records check will be conducted for all successful candidates at the time of offer. Disclosure of all moving violations within the last 3 years (Including, but not limited to: Speeding Tickets, Refusal to submit to BAC (Blood Alcohol Content), Reckless Driving, Leaving scene of accident, and Drivers License suspension for moving violations) is required during the application process.
Job: Sales
Primary Location: US-Pennsylvania-Philadelphia
Schedule: Full-time
Nearest Major Market: Philadelphia
Job Segments: Marketing Manager, Manager, Law, Credit, Business Development, Marketing, Management, Legal, Finance, Sales
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