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Meetings & Events Strategic Account Manager

at American Express Global Business Travel in Dover, Delaware, United States

Job Description

American Express Global Business Travel (GBT) equips companies of all sizes with the insights, tools, services and expertise they need to keep their travelers informed, focused and productive while on the road. With approximately 14,000 employees and operations in nearly 140 countries worldwide, American Express GBT empowers customers to take control of their travel programs, optimizing the return on their travel and meetings investments, while, more importantly, providing extraordinary traveler care.

We’re moving faster than ever and introducing new products, services, and strategies that will revolutionize the travel industry and bring greater value to our business customers. Our clients’ success expands our success, so we put our heart and soul into helping our clients achieve results that exceed all expectations. As the world’s largest travel management company, we are continuing to build alliances with key travel leaders and suppliers throughout the world, strengthening our position as a quality provider to companies of all sizes.

We are committed to ensuring that our global workforce experiences a culture of belonging that leverages the diverse backgrounds and unique perspectives of our colleagues, clients, partners and communities, to foster a high performing multicultural and inclusive organization. We believe that a culture where everyone feels engaged, has a voice, and is empowered to achieve their full potential, is core to our purpose and success.

Get ready to take your career to new heights.

For more information about American Express GBT, please refer to our website: https://www.amexglobalbusinesstravel.com/about-us/

Overview of Role:

The Strategic Account Manager (SAM) role in Global Client Management is a strategic leader at American Express Global Business Travel (GBT), responsible for leading critical and highly valuable Meetings & Events business client portfolios and business development. In this role, they will be recognized as a valued advisor within their Meetings & Events client base and will demonstrate a strong industry knowledge to maximize cross-functional approaches for the execution of our client servicing and sales strategies. The SAM Meetings and Events GCG is an innovative leader, responsible for managing client relationships, focused on optimizing, and driving premium revenue.

This role has end to end responsibility and accountability for a portfolio of M&E business, delivering and exceeding on financial performance expectations, while also coordinating and supporting regional and global business objectives.

Key Responsibilities:

The Strategic Account Manager (SAM) is an innovative leader at American Express Meetings & Events, responsible for retaining and driving incremental revenue within a portfolio of diverse client relationships. The primary focus of the SAM is to develop and expand client relationships in order to retain, grow and ensure profitability across a diverse group of clients. In order to drive innovative, revenue-focused solutions, the SAM will be responsible for:

+ Developing an account level strategy targeting opportunities within the client portfolio.

+ Executing the revenue growth strategies to drive incremental revenue through a combination of increased meetings, premium product revenue, advisory consulting, supplier relations initiatives and meetings management.

+ Researching the marketplace and competitor products and services to highlight the value that distinguishes AXP products, and specifically leverages MI, benchmarking, and technology as critical value drivers.

+ Drive strategies designed to increase revenue and drive customer behavior at a scalable level. Work with leaders to implement new and create ways to grow the business.

+ Possessing an in-depth understanding of key business drivers, organizational culture and the competitive position of the portfolio, understanding broad issues and the competitive landscape when driving sales strategies.

+ Building, maintaining, and expanding relationships with internal business partners across the B2B organization, leveraging key partnerships within Client Servicing, Business travel partners and Advisory/Consulting services, to drive growth and the implementation of innovative, value-add account solutions.

+ Leading business planning, quarterly and annual reviews, pricing strategies, and business negotiations on rebids for strategic accounts.

The Strategic Account Manager GCG leads innovative account management strategies and is focused on increasing profitability and deepening client relationships within a portfolio of Global Multi-National accounts. The SAM’s role is to grow and increase the non-transactional revenue of their portfolio, through a combination of exceptional relationship management and consultative sales skills, a sophisticated ability to synthesize client needs and identify innovative solutions, a strong understanding of the external market, and their in-depth knowledge of the power of the GBT value proposition. To drive growth and develop innovative, value-add and client focused solutions, the SAM will also be responsible for:

+ Researching the marketplace and competitor products and services to highlight the value that distinguishes GBT products, and specifically leverages MI, benchmarking, and technology as critical value drivers.

+ Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients.

+ Leading the global efforts of his/her assigned portfolio across 4 regions and 50+ markets; which includes guiding the regional market leads in their efforts to support the client global goals/initiatives.

+ Leading expansion efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving expansion of premium revenue.

+ Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to add value to our clients.

+ Developing creative pricing strategies and contributing to ongoing client P&L management.

+ Leading business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.

+ 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.

+ Strong Relationship building skills with Clients.

Key Qualifications and Attributes:

+ Pharma experience preferred

+ Bachelor’s Degree

+ 3 to 5 years of global account/client management experience

+ Previous experience with global clients preferred.

+ Previous global oversight/account implementations experience a plus.

+ Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.

+ Proven success in consultative selling is required, in addition to demonstrated success increasing client revenue and profitability.

+ Keen ability to communicate GBT’s value proposition up to and including the “C Suite”.

+ 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 financial acumen and analytical mindset required to leverage the key drivers of profitability.

+ Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions with proven success in RFP management/negotiations.

+ Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally, to successfully navigate through client organizations.

+ A sophisticated range of communicati

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Job Posting: JC191635012

Posted On: Sep 04, 2021

Updated On: Sep 30, 2021