Account Executive

JOB DESCRIPTION

Role Objective

The Account Executive is a telephone-based position responsible for the development and management of high potential and high spending clients. This position is responsible for the overall management (expansion and retention) of a defined portfolio of high-value existing customers.

RESPONSIBILITIES

Planning (10 - 20% of time)

▪ Effectively manage a dedicated portfolio of high-value existing Business and Corporate customers provided by American Express within territory

Relationship management (10 - 20% of time)

▪ Proactively reach out to customers to uncover opportunities, treat the customer until there’s a change in customer spend in alignment with growth or retention conversations

Client solution (20 - 30% of time)

▪ Use consultative skills to maintain and develop the existing customer relationship and substantially grow charge volume (e.g., onboarding new vendors, expanding existing vendors, adding supplemental cards)

▪ 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 (20 - 30% of time)

▪ Partner closely with Field Dedicated Portfolio Account Development team when a telephone-managed customer requires a face-to-face visit

▪ Partner with specialized sales team for product cross-sell (AP Automation), further entrenching clients with use of the American Express suite of products and services

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

QUALIFICATIONS

Knowledge and Skills

Relationship management

▪ Strong customer relationship building skills to follow through and motivate clients to act

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

▪ Bachelors degree strongly preferred

▪ Excellent sales experience, 3 - 5 years minimum

▪ Experience partnering with clients across various markets / industries

▪ Experience in a highly regulated industry

Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions

ABOUT US

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.

As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.

ABOUT THE TEAM

We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• 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

For a full list of Team Amex benefits, visit our Colleague Benefits Site .

American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.

We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.

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The below 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.