Manager, Business Development, SME
Full Time
Illinois
Posted
Job description
American Express Global Business Travel is dedicated to providing expert travel management service and industry-leading technology for clients to realize the greatest value from their investment in travel. American Express Global Business Travel delivers consulting expertise, strategic sourcing, supplier negotiation support and traveler service available around the world, around the clock resulting in increased cost savings, spend control, and outstanding customer service.
We’re leading our clients to a thoughtful return-to-travel by introducing new products, services, and strategies that will revolutionize the travel industry and bring greater value to our business customers. Their success expands our success, so we put heart and soul into helping our clients achieve results that exceed all expectations. As the world’s largest travel management company, we build and maintain alliances with key travel leaders and suppliers throughout the world, strengthening our position as a quality provider to companies of all sizes.
If you have exceptional experience in new business development and seek the opportunity to generate new business within a regional territory, build influential relationships with partners and prospects, and develop a web of influence at senior levels, all while achieving true work/life balance; navigate your great at American Express Global Business Travel. With over 150 years of innovation behind us, our future could not look more promising as business travel returns around the world.
The Manager of Business Development (MBD) will be responsible for the generation of new sales acquisition of SME businesses. This is an individual contributor role. The successful candidate must have knowledge in technology tools and a keen ability to deliver client specific solutions. Responsible for delivering integrated, customized travel management to help corporations manage and maximize their travel investment. The Manager of Business Development is responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.
The key role objective is to grow and increase revenue through a combination of skills:
-
Aggressive prospecting and documentation
-
Executive Presence and exceptional relationship management and consultative sales to C-Level executives
-
Ability to conduct deep Discovery with CFOs, Procurement Leaders & Corporate Travel Managers to provide customized solutions, proposals, presentations and technology demos that articulate how GBT can meet the prospect’s long-term travel management needs.
-
Understanding a P & L, financial acumen in order to articulate cost of program benefits
-
Active development and management of pipeline to achieve goals and targets, and the ability to articulate needs and solutions to internal partners and leaders to grow your business.
-
A strong understanding of the travel management landscape and deep knowledge and delivery of the power of the GBT value proposition.
Responsibilities:
-
Drive new sales from prospective clients within a given territory and spend segment.
-
Travel required at least fifty percent of the manager’s time to build and maintain relationships with our current and new clients in addition to conducting regional prospect searches.
-
Achieve new monthly sales, transaction and Key Performance Indicator targets.
-
Maintain accurate records, such as daily activity and pipeline progress.
-
Develop deep knowledge of and sell core GBT products and solutions by creating and delivering compelling and relevant presentations, demonstrating the value of partnering with GBT LLC, and highlighting key pillars of the value proposition aligned to the prospects goals.
-
Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and managing new signings through the first 13 months of activation.
-
Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.
-
Gains a commitment from the prospect to move forward by asking for the business and successfully managing objections.
-
Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action
-
Utilizes innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.
-
Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.
Qualifications:
-
History of exceeding sales targets in a SaaS and/or Travel consultative environment.
-
Advanced proficiency with pipeline management, with a CRM experience, preferably Salesforce
-
Actively prospects to build a pipeline of opportunities, prioritizing by potential value, sales cycle length, and win probability.
-
Exhibits professional and technical knowledge by attending industry events, reviewing professional publications, establishing personal networks, and participating in professional societies.
-
Results focused, with Influence & persuasion.
-
Demonstrates a competitive, positive, driven attitude, quickly adapts to different situations, and recovers from setbacks.
-
Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise
-
Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services.
-
Tenaciously networks to establish, maintain, and expand business relationships and referral sources, including cold contacts.
-
Effectively identifies client needs to configure solutions that address client requirements and deliver value.
-
Positions products and services to meet specific prospect needs and solicits feedback about the value of proposed solutions.
-
Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations.
This position is remote and will support the territory covering the assigned territory. The Candidate must reside in the territory that is supported.
Location
United States - Illinois - Virtual Location
It is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.
Location
The US national annual base salary range for this position is from $70,000 to $140,000. The national range provided includes the base salary that GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.
In addition to base salary, this role is eligible for either our Annual Incentive Award plan, which rewards participants based on company and individual performance, or eligible for one of our metric-driven Sales Incentive Plans (certain sales roles only). An eligible employee can only participate in one of these plans during an eligible period. This role is also eligible for awards under the company Equity Incentive Plan, which is designed to align participants' interests with those of shareholders. For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.
GBT 2023 Benefits-at-a-Glance
It is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.
GBT Recruitment Privacy Statement
learninglandscape.com is the go-to platform for job seekers looking for the best job postings from around the web. With a focus on quality, the platform guarantees that all job postings are from reliable sources and are up-to-date. It also offers a variety of tools to help users find the perfect job for them, such as searching by location and filtering by industry. Furthermore, learninglandscape.com provides helpful resources like resume tips and career advice to give job seekers an edge in their search. With its commitment to quality and user-friendliness, learninglandscape.com is the ideal place to find your next job.