The Field Sales Manager sits within a geographical territory and grows the customer base through face-to-face interactions with new prospect customers with annual company revenues ranging from $10M to $300M. The ideal candidate works with senior executives to close calls and land new accounts. The Field Sales Manager understands customer needs and leverages product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products. This is a field-based role in which in-person engagement through face-to-face interactions is required with prospects and clients.
Job Responsibilities:
Prospecting (30 – 40% of time)
▪ Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through firm provided leads and contact-lists, and self-generated leads (e.g., tradeshows) to complement commercial acquisition of product sales opportunities
▪ All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective clients needs
▪ Business travel is required with the expectation of 25-50% of time spent in-market with prospects and clients
Pipeline management (10 – 20% of time)
▪ Effectively manage a pipeline of prospective customers provided by American Express and self-prospect within territory (Corporate and Business prospects with revenue between $10M-$300M)
▪ Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects
Client solution (10 – 20% of time)
▪ Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement
▪ Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Pricing, Contract), key internal partners (Risk, UWA, PPI) and tools (ONE.force, C360)
Negotiate and close (10 – 20% of time)
▪ Successfully negotiate, and consensually move the prospect through the next phase of the acquisition cycle (e.g., underwriting) in accordance with applicable disclosures, terms and conditions
▪ Reaffirm deal details, secure necessary signatures and upon deal completion successfully transition client to Field Account Development to nurture, assess and further expand relationship and volume
Compliance (100% of time)
▪ Ensure all aspects of the American Express Code of Conduct, and our Sales Practices policies, standard, and procedures, are adhered to so that we uphold the highest standards in our interactions with our customers and compliantly meet all regulatory requirements
Knowledge, Skills, Attributes, and Experience
Knowledge and Skills::
Account management & pipeline management
▪ Manages a pipeline of opportunities, leveraging client data/analytics to plan and prioritize activities
Consultative selling
▪ Effectively identifies client needs to configure solutions that address client requirements and deliver value
Closing
▪ Overcomes objections and resistance to proposed solutions with key client decision makers
Influence & persuasion
▪ Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services
Demonstrating value
▪ Proactively and consistently demonstrates the value of partnering with American Express
Results focus
▪ Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks
Market, industry, & product knowledge
▪ Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation
Attributes:
▪ High learning agility
▪ Intellectually curious
▪ Collaborative and growth mindset
▪ Personal accountability
▪ Compliance focused
Experience:
▪ Bachelor’s degree preferred
▪ Excellent sales experience, 3-5 years minimum
▪ Proven experience winning new business relationships
▪ Experience achieving sales quota and goals through multiple product offerings
▪ Experience in a highly-regulated industry
Salary Range: $70,000.00 to $125,000.00 annually + sales incentive + benefits
The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.
We back our colleagues and their loved ones with benefits and programs that support their holistic well-being. That means we prioritize their physical, financial, and mental health through each stage of life. Benefits include:
- Competitive base salaries
- Bonus incentives
- 6% Company Match on retirement savings plan
- Free financial coaching and financial well-being support
- Comprehensive medical, dental, vision, life insurance, and disability benefits
- Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
- 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
Miami, Florida, United States • Miami Lakes, Florida, United States
