Manager of Client Management

The Manager of Client Management leads innovative account management strategies, with focus on growing profitability and deepening client relationships within a portfolio of Global Multi-National accounts. The Manager of Client Management role is to grow and increase the non-transactional revenue of their portfolio, through a combination of outstanding 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. To drive growth and develop innovative, value‑add and client focused solutions,

What You'll Do:

• Research the marketplace and competitor products and services to highlight the value that distinguishes Amex GBT products, benchmarking, and technology as critical value drivers.

• Develop an in-depth understanding of key business drivers, organizational culture and the competitive position of clients.

• Leads the global efforts for assigned portfolio across 4 regions and 50+ countries, which includes guiding the regional market leads in their efforts to support the client global goals/initiatives.

• Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue.

• Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to contribute to our clients.

• Develop creative pricing strategies and contributing to ongoing client P&L management and client retention.

• Lead business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.

• Enhance the American Express Global Business Travel value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development.

• Strong relationship building skills to ensure trusted partnerships with clients.

What We're Looking For:

• 5+ years of global account/client management experience with strong proven people leadership skills and travel industry is strongly preferred.

• Previous customer / client-facing experience and client relationship management skills with global clients.

• Previous global service delivery /account implementations experience a plus.

• Proven track record to deliver a data-driven, analytical approach to the client’s travel program in a consultative manner as the subject matter authority, with the ability to identify business opportunities.

• Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.

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

• Ability to communicate Amex GBT’s value proposition, with proven executive level presentation skills up to and including the “C Suite”.

• Demonstrated ability to build strategic vision, account plans, action plans, set and measure goals, etc.

• Proven innovative problem-solving abilities and decision-making skills required, in addition to project management, prioritization, and planning skills.

• Strong financial skill and analytical attitude required to use the key drivers of profitability.

• A very strong business and financial competence with a consistent track record of gaining results and achieving targets are required.

• Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions with proven success in RFP management/negotiations.

• Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally, to successfully navigate through client organizations.

• A sophisticated range of communication, presentation and influencing skills to present complex ideas in a simple and compelling way to a wide variety of audiences.

• Highly collaborative with proven success working in matrixed environments.

• Proficient and comfortable with using various software platforms including but not limited to PowerPoint, Excel, Word and Salesforce.

• Virtual based location, must be very comfortable with working remotely, and traveling for work as needed for quarterly client business review, etc.

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