Date: Dec 19, 2013
Location: Melbourne, VICTORIA, AU
Field Sales Executive - Middle Market South-13017623
Description
An exciting opportunity has become available to join the Middle Market team as a Senior Account Executive (Field Sales Executive).
This position is responsible for Commercial Card Sales acquisition of local and multinational business in the middle market field segment. S/he will be responsible for developing a sound, commercial card acquisition sales plan for their territory aligned with the business and segment strategies. S/he will ensure that all planning, tracking and reporting are timely and accurate using the Targeted Account Selling methodology.
The ideal candidate must have previous direct and field sales experience within a similar industry or a corporate company. You must also have excellent client management and communication skills.
The candidate will develop and execute strategies by developing a sound product knowledge and selling skills. S/he will adopt a multinational, multicultural team spirit within the sales organisation and will develop collaborative relationships with operations and other key linkages. Most importantly, the successful candidate will be accountable for growing the Commercial Card business through the acquisition of new middle market corporate customers.
Principal Accountabilities:
- Execution of the middle market Corporate Card sales strategy within the territory prescribed
- Achieve aggressive Corporate Card growth targets in the region through a focus on winning new business to the franchise via new clients and cross-selling and > 75% expansions in the base.
- Aggressively manage the sales pipeline ensuring the pipeline is robust and will meet the targets including accurate and timely reporting of the pipeline and prospects in the pipeline.
- Develop and execute a sales plan for increasing penetration and improving operational economics.
- Fully engage the Performance Management and Development Planning Process.
- Lead the strategy to penetrate segments within prescribed territory in middle market.
- Align strategies with regional and global sales colleagues and share best-in-class practices, to ensure consistency and quality.
- Live the Blue Box Values, including “personal accountability” and “will to win”.
- Develop linkages with the implementation team to facilitate fast efficient implementations of won business. Manage carry-over billings effectively.
- Develop sound relationships across distribution partners e.g. Travel Agents, Expense Mgt Providers, Consultants, etc
- Retaining and growing the margins in our new business wins
Key skills needed:
- Strong knowledge of or the ability to learn the corporate card business
- Direct sales experience
- Is strongly results driven
- Structured methodology to acquire new business (TAS)
- Effective pipeline management ability
- Strategic and analytic ability
- Ability to collaborate and influence internally and externally
- Experience in developing and executing successful sales strategies
- Ability to articulate knowledge about products, services and value proposition to prospects
- Self motivated with strong time management skills
- Strong oral and written skills
- Ability to think creatively and superior negotiation abilities
- Strong Office skills
- Ability to develop a good understanding of the prospect using relevant research and questioning
- Anticipate and prepare responses to prospect questions and objections
- Build relationships with decision makers and influencers with the client
- Network within the industry, community, businesses and customers to stay current on issues
- Help map the overall market potential within the prescribed territory to determine American Express’ current market share and Amex market opportunity for corporate card.
- Engage effective strategies to overcome key competitors.
- Network within the industry, community, business, and customers to stay current on issues.
Why Amex?
At American Express we aspire to become the world’s most respected service brand. Our values encompass customer commitment, integrity, quality, teamwork, respect for people, good citizenship, will to win, respect for others and personal accountability.
As an employee you can expect challenging work, with purpose. Be more than just your job. Be the voice of inspiration and transform the way the world does business for a living. At American Express, you are among the “Best Global Brands”.
Qualifications
Job: Sales
Primary Location: Australia-Victoria-Melbourne
Schedule: Full-time
Job Segments: Field Sales, Sales Management, Sales, Credit, Research, Finance
Description
An exciting opportunity has become available to join the Middle Market team as a Senior Account Executive (Field Sales Executive).
This position is responsible for Commercial Card Sales acquisition of local and multinational business in the middle market field segment. S/he will be responsible for developing a sound, commercial card acquisition sales plan for their territory aligned with the business and segment strategies. S/he will ensure that all planning, tracking and reporting are timely and accurate using the Targeted Account Selling methodology.
The ideal candidate must have previous direct and field sales experience within a similar industry or a corporate company. You must also have excellent client management and communication skills.
The candidate will develop and execute strategies by developing a sound product knowledge and selling skills. S/he will adopt a multinational, multicultural team spirit within the sales organisation and will develop collaborative relationships with operations and other key linkages. Most importantly, the successful candidate will be accountable for growing the Commercial Card business through the acquisition of new middle market corporate customers.
Principal Accountabilities:
- Execution of the middle market Corporate Card sales strategy within the territory prescribed
- Achieve aggressive Corporate Card growth targets in the region through a focus on winning new business to the franchise via new clients and cross-selling and > 75% expansions in the base.
- Aggressively manage the sales pipeline ensuring the pipeline is robust and will meet the targets including accurate and timely reporting of the pipeline and prospects in the pipeline.
- Develop and execute a sales plan for increasing penetration and improving operational economics.
- Fully engage the Performance Management and Development Planning Process.
- Lead the strategy to penetrate segments within prescribed territory in middle market.
- Align strategies with regional and global sales colleagues and share best-in-class practices, to ensure consistency and quality.
- Live the Blue Box Values, including “personal accountability” and “will to win”.
- Develop linkages with the implementation team to facilitate fast efficient implementations of won business. Manage carry-over billings effectively.
- Develop sound relationships across distribution partners e.g. Travel Agents, Expense Mgt Providers, Consultants, etc
- Retaining and growing the margins in our new business wins
Key skills needed:
- Strong knowledge of or the ability to learn the corporate card business
- Direct sales experience
- Is strongly results driven
- Structured methodology to acquire new business (TAS)
- Effective pipeline management ability
- Strategic and analytic ability
- Ability to collaborate and influence internally and externally
- Experience in developing and executing successful sales strategies
- Ability to articulate knowledge about products, services and value proposition to prospects
- Self motivated with strong time management skills
- Strong oral and written skills
- Ability to think creatively and superior negotiation abilities
- Strong Office skills
- Ability to develop a good understanding of the prospect using relevant research and questioning
- Anticipate and prepare responses to prospect questions and objections
- Build relationships with decision makers and influencers with the client
- Network within the industry, community, businesses and customers to stay current on issues
- Help map the overall market potential within the prescribed territory to determine American Express’ current market share and Amex market opportunity for corporate card.
- Engage effective strategies to overcome key competitors.
- Network within the industry, community, business, and customers to stay current on issues.
Why Amex?
At American Express we aspire to become the world’s most respected service brand. Our values encompass customer commitment, integrity, quality, teamwork, respect for people, good citizenship, will to win, respect for others and personal accountability.
As an employee you can expect challenging work, with purpose. Be more than just your job. Be the voice of inspiration and transform the way the world does business for a living. At American Express, you are among the “Best Global Brands”.
Qualifications
Job: Sales
Primary Location: Australia-Victoria-Melbourne
Schedule: Full-time
Job Segments: Field Sales, Sales Management, Sales, Credit, Research, Finance
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