Manager of Client Management, SME - Strategic Account Manager

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.

 

Ready to explore a career path? Start your journey.

The Strategic Account Manager(SAM) within Amex GBT is passionate about driving continued mutual value to the buyer-seller relationship though the development and ownership of a multidisciplinary overall relationship strategy, the ongoing cultivation of a true business partnership between GBT and the client, and the deployment of comprehensive products, services, and solutions.  It is a highly collaborative customer facing role with the expectation of ensuring alignment and seamless interaction within the Amex GBT organization, such as Meetings & Events, Consultancy, GBT Travel Partner Network, etc. 

The SAM provides strategic insights and relationship management to a portfolio of US Headquartered clients and prospects with air volume between $5M and $20M. Majority have a global footprint. Preferred location in Pacific Time Zone due to client availability and near a large airport for traveling ease.

Available base salary starts at $95,000 USD with available incentives based on performance.

What You Will Do:

• Main point of contact for clients, Liaison to internal partners
• Own the business review and account plan for each client within the portfolio
• Lead client retention and revenue growth plans – Develops strategic business growth plan for allocated account portfolio
• Identify client’s vertical market, supplier and industry trends for growth opportunities
• Design Travel Program Spend Strategy (Policy Consulting)
• Design and Delivers the Technology Road Map
• Develops and implements critical initiatives and GBT brand strategies to exceed key performance metrics including negotiating contracts with commercial terms securing revenues that exceed targets from GBT products, services and solutions
• Quarterly review of company earnings, executive presentations and company news to recommend adjustments for the business account plan
• Generate sales, builds expansion and retains key clients by identifying new sales opportunities within existing accounts
• Manage Account Relationships/Builds Strategic Relationships with Customer and ensure a robust WOI
• Conduct bi-annual strategy session with our business partners to update the strategic account plan
• Drive alignment within the organization and company around the client’s business, account strategies, objectives
• Ensure action and responsiveness to the customer by all partners
• Liaise with GSD partners in the design of service platforms
• Act as the internal voice of the client by developing a deep understanding of the customers’ business needs at a C Level down to the travel department in order to deliver recommendation
• Negotiating proposals and strategy for consulting, meetings and product engagements sales
• Develop and demonstrates deep travel Industry insights / Competitive Understanding; uses this to “guide” the customer
• Identify and demonstrates B2B opportunities / commonalities
• Interpret overall T&E compliance and leakage reports. Develops and delivers compliance and communication plan to client.
• Fully understand and effectively leverage balance of trade
• Client on boarding and product implementation, maintenance and training
• Facilitate with MI the setup and maintenance of management information reporting profile, DK’s, and reporting troubleshooting
• Facilitate Implementation of new business
• Manage Salesforce CRM

What We Are Looking For:

• B2B Business Development and Sales
• Executive Relationship Management
• T&E Industry Expertise
• Pipeline Management
• Complex Deal Construction
• Consultative Problem Solving
• Strategic Business Planning
• Knowledge of and use of the Challenger model
• Proposal Writing
• Negotiation Skills
• Global Expansion implementation
• Written / Oral Customer / Internal communication
• Salesforce, Word, PowerPoint, Microsoft Outlook and Excel Skills
• Strong time management and organizational skills

     

Location

California, United States

     

     

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, kn