Sales Associate, SME

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 Sales Associate will be responsible for the generation of new sales in the Small & Medium Enterprise Market segment.  They will provide integrated solutions both online and offline to help corporations run and optimize their travel spend/investment; accomplished through process and purchase savings.  They will also build and manage relationships with key internal partners along with building and developing senior level client contacts to work and contribute in a team approach. This is an individual contributor role primarily focused virtual selling to acquire new business.  The successful candidate must have knowledge in technology solutions and a keen ability to deliver client specific based solutions. They must also have the confidence to cold-call potential customers as well as the consultative selling skills to provide solutions to potential customers.

What You'll Do:

• Increase profitability by proactively identifying new opportunities and delivering innovative solutions that continue to make valuable contributions and expand Amex GBT's web of influence.

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

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

• Ability 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.

• Research 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.

• Enhance the Amex GBT value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development.

• Exceptional relationship management and consultative sales skills

• A sophisticated ability to synthesize client needs.

What We're Looking For:

• At least 3 years of business development experience

• Generate new pipeline through prospect engagements (cold calling, email outreach, inbound lead management, networking, LinkedIn, etc.)

• Possess a 'hunter mentality' in identifying new potential opportunities across net new and existing leads and contacts

• Validated innovative problem-solving abilities and decision-making skills required, in addition to project management, prioritization, and planning skills.

• Strong negotiation skills, including objection handling and achieve mutually beneficial solutions.

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

• Highly articulate written and verbal communication skills with a sophisticated range of communication and presentation skills to present sophisticated ideas in a simple and compelling way to a wide variety of audiences through a virtual setting (Zoom, WebEx)

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

• Strong financial savvy and analytical approach required to leverage the key drivers of profitability with the ability to demo our suite of products via online technologies.

• Strong Business insight required to communicate the Amex/Business Travel value proposition up to and including the “C Suite”.

• Proficient in SalesForce.com and Microsoft Office Suites (Excel, Word, and PowerPoint)

• SaaS sales experience preferred, but not required.

• This position is remote and will be required to work MST/PST business hours

     

Location

United States

     

     

The US national hourly wage range for this position is from $18.00 to $36.00 per hour.  The national range provided includes the hourly rate that GBT expects to pay for the role.  Actual hourly wage rate 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.

This role is eligible for either an annual Performance Based Incentive, which rewards particip