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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This role leads innovative account management strategies, and is focused on increasing profitability and deepening client relationships within a portfolio of Amex GBT Middle Market accounts.

The 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. 

What You'll Do:

• Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to contribute and expand Amex’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. Also, 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 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.

• 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.

• Creating creative pricing strategies, and contributing to ongoing client P&L management.

What We're Looking For:

• 3 to 5 years TMC account / client management, sales, consulting, or procurement experience required.

• Proven success in consultative selling is required, in addition to demonstrated success growing client revenue and profitability.

• Shown innovative problem-solving abilities and decision making skills required, including 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 skill and analytical attitude 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 15-25% 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 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 re