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Business Development Manager - Large Market

American Express

Location: Queensland

Job Type: Full time


At American Express, we know that with the right backing, people and businesses have the power to progress in incredible ways. Whether we’re supporting our customers’ financial confidence to move ahead, taking commerce to new heights, or encouraging people to explore the world, our colleagues are constantly redefining what’s possible — and we’re proud to back each other every step of the way.

When you join Team Amex, you become part of a diverse community of over 60,000 colleagues, all with a common goal to deliver an exceptional customer experience every day. Here, you’ll learn and grow as we champion your meaningful career journey with programs, benefits, and flexibility to back you personally and professionally. Every colleague shares in the company’s success.

Together, we’ll win as a team, striving to uphold our company values and powerful backing promise to our customers, communities, and each other every day. And, we’ll do it with integrity and in an environment where everyone is seen, heard and feels like they truly belong.

Join #TeamAmex and let’s lead the way together.

An opportunity exists for an individual with a passion for selling Corporate Payments solutions to Enterprise level clients in the Queensland market. This role focusses on both Travel & Expense programs as well as providing Working Capital solutions across your prospect base. Working within our Global Corporate Payments business, you will be charged with identifying, driving, and closing profitable new business acquisitions for the Corporate Card, Business Travel Account and Corporate Purchasing Solution product suite.

This outstanding opportunity requires an individual with the ability to build long-standing relationships demonstrating your knowledge of the payments industry to become a trusted advisor to your prospects. You will be skilled in creating and identifying new business opportunities, become comfortable with the management of longer-term sales cycles and be proficient in pricing negotiations. Individuals who are successful in these roles will be comfortable challenging the status quo to drive outcomes for their clients and the American Express business.

Principal Accountabilities

  • Develop in-depth understanding of our prospects/clients, build relationships for success, influence prospect/client decisions, develop and complete strategic sales plans.
  • Differentiate American Express value, develop in-depth understanding of the market and build/manage an effective pipeline.
  • Define acquisition sales strategies for the given territory which optimizes the contribution of each element of our Large Market Value proposition to improve the return and meet sales growth targets.
  • Own and deliver the outcome – prospect conversion and new billings' generation, win-to-trade, new booked volume and carry over volume targets.
  • Drive the sales approach internally with partners as well as externally with customers and ensure that the necessary resources from all parts of the organization are aligned appropriately with our opportunities.
  • Manage tenders and leads taking the lead for research into the account, preparation of presentation materials ensuring pricing is consistent with pricing strategy and the effective implementation of the account.
  • Lead negotiation and help define contract terms and service level agreements with customers (contract management) and work closely with the relationship teams in the transitional phase of each account.
  • Conduct implementation reviews to ensure success and appropriate progress.

About you:

  • A validated consultative selling ability in a B2B market ideally within Large Market
  • Professional sales experience (strategic selling and negotiation skills) to sell to the most complex accounts with a potential Card billings volume typically in excess of $4M (Strategic Sales).
  • Strong financial and business acumen – ability to understand company audited financials & how to drive insights into ratios & their impacts on a large organizations growth/savings opportunities.
  • Excellent Commercial Foresight & influencing skills
  • Negotiation skills at C-Level in Enterprise business
  • Demonstrated thought leadership and ability to influence others
  • Strong communication/presentation skills with broad range of internal and external customers
  • Collaboration - a consistent track record to ensure key linkages with other business partners are optimized (finance, operations, account management etc)
  • Research/investigative skills

Location: Queensland

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.

Why American Express?

There’s a difference between having a job and making a difference.

American Express has been making a difference in people’s lives for over 160 years, backing them in moments big and small, granting access, tools, and resources to take on their biggest challenges and reap the greatest rewards.

We’ve also made a difference in the lives of our people, providing a culture of learning and collaboration, and helping them with what they need to succeed and thrive. We have their backs as they grow their skills, conquer new challenges, or even take time to spend with their family or community. And when they’re ready to take on a new career path, we’re right there with them, giving them the mentorship and momentum into the best future they envision.

Because we believe that the best way to back our customers is to back our people.

The powerful backing of American Express.

Don’t make a difference without it.

Don’t live life without it.

How will you make an impact in this role?

Responsible for acquiring new accounts. Identifies potential customers, makes contact, and develops strategy for selling products. Negotiates rates and contract terms in line with generally accepted parameters.

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.