B2B Client Manager

At American Express, our culture is built on a 175-year history of innovation, shared and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express. How will you make an impact in this role? Global Merchant and Network Services (GMNS) is the merchant network of American Express which acquires and maintains relationships with millions of merchants around the world that welcome American Express cards. We are looking for a GMNS B2B Client Manager for new business partnerships to join the Australia B2B Managed team. In this role, you will be working across multiple industries to manage existing key clients across the 14 - 36 month life cycle period. Working across a pipeline of key existing managed accounts transitioning from acquisition (1-13 months) to client managed (14-36 months), you will be responsible for building, developing and penetrating the existing relationship, as well as protecting and growing existing volume to achieve Revenue & Discount Rate targets. In addition, you will drive innovative opportunities and incremental growth. The successful applicant will be able to develop and deliver unique sales strategies, leveraging financial acumen combined with merchant and industry value propositions to secure American Express acceptance across mid and large segments across all industries. The successful applicant will be required to engage and negotiate with key business partners, senior business leaders whilst navigating multiple internal stakeholders to improve sales cycles and results. Key responsibilities include : Successfully drive client management growth to protect existing & capture incremental DBV volume. Promote innovative thinking to challenge the status quo to achieve incremental growth Penetrate existing card member base to scale incremental cards across multiple industries, where relevant Promote digital enablement to scale incremental cards via Free Flow product Demonstrate consultative selling techniques and create materials to clearly articulate the American Express value to prospective merchants. Negotiate compelling commercial terms demonstrating B2B value with prospective merchants, typically with C-Suite executives including CEO, CFO, Finance and General Management. Understand and working capital / risk pricing model from both a merchant and card member perspective. Facilitate the set up and management of merchant facilities through direct interaction with payments consulting teams, as well as prospective merchant credit operations and accounts receivable teams. Collaborate with American Express Issuers to secure and deliver robust marketing and Card Member engagement strategies that drive spend within newly acquired merchants. Build and foster internal relationships with American Express Risk, Compliance, Pricing and General Counsel teams, as well as other internal American Express colleagues. Qualifications Experience in B2B sales and business development, selling complex service solutions Strong knowledge of or the ability to learn the merchant and card payments business. Strong financial and commercial acumen (understanding of cash flow, P&L), with ability to confidently discuss interchange and merchant fees. Excellent negotiation, relationship building and communication skills, with proven ability to influence internal and external stakeholders. Experience in developing and executing successful sales strategies and pipeline management Ability to articulate knowledge about products, services and value proposition to prospect opportunities We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally : Competitive base salaries Bonus incentives Support for financial-well-being and retirement Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location) Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need Generous paid parental leave policies (depending on your location) Free access to global on-site wellness centers staffed with nurses and doctors (depending on location) Free and confidential counseling support through our Healthy Minds program Career development and training opportunities Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations. #J-18808-Ljbffr