Manager of Strategic Relationship Management

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 Regional Account Manager leads 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 Regional Account Manager’s role is to grow and increase the non-transactional revenue of their portfolio, through a combination of exceptional relationship management and consultative sales skills, a sophisticated ability to synthesize client needs and identify innovative solutions, a strong understanding of the external market, and their in‑depth knowledge of the power of the Amex GBT value proposition.  In order to drive growth and develop innovative, value and client focused solutions, the Regional Account Manager will also be responsible for:

What You'll Do:

• Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to add new value and expand Amex GBT’s web of influence.
• Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue. The Regional Account Manager will specifically focus on selling consulting and strategic travel management solutions and engagements.
• Developing an in-depth understanding of key business drivers, organizational culture and the competitive edge of clients. Regional 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.
• Research market and competitors to highlight Amex GBT's outstanding value, focusing on MI, benchmarking, and technology.
• 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 regional 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.
• Shown success in consultative selling is required, in addition to proven success growing client revenue and profitability.
• Demonstrated ability to create strategic vision, build action plans, set goals.
• 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 competence and analytical skill required to anticipate the key drivers of profitability.
• Strong Discernment required to communicate the Amex GBT value proposition up to and including the “C Suite”.
• Strong collaborative skills.
• Previous experience with clients in Middle Market accounts and travel management preferred.
• Advanced Excel, Word and PowerPoint skills required.
• Must be able to travel 10-15% of the time.

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 o