Manager Strategic Relationship Mangement

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.

 

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The role will specifically focus on selling consulting and strategic travel management solutions and engagements. Leading innovative account management strategies, and is focused on increasing profitability and deepening client relationships within a portfolio of Global Business Travel Middle Market accounts. The role is to grow and increase the non-transactional revenue of the client’s portfolio, through a combination of skills:

What You’ll Do

• Growing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to contribute and expand Amex GBT web of influence.

• Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue.

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

• Strategic Account Managers must be able to ‘get under the skin’ of the individual clients they work with and understand their individual needs, motivations and ‘hot buttons’, in order to develop truly customer focused solutions.

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

• Creating 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 Amex GBT 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.

What We’re Looking For ​

• 3 to 5 years 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, in order to successfully navigate through client organizations.

• A sophisticated range of communication and presentation skills in order 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 and business acumen and analytical approach required to use the key drivers of profitability.

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

• Must be able to travel 20-25% of the time

     

Location

United States - Virtual 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 Bene