You Lead the Way. We have Got Your Back : 

- With the right backing, people and businesses have the power to progress in incredible ways. When you join Team Amex, you become part of a global and diverse community of colleagues with an unwavering commitment to back our customers, communities and each other. Here, you will learn and grow as we help you create a career journey that's unique and meaningful to you with benefits, programs, and flexibility that support you personally and professionally.

- At American Express, you will be recognized for your contributions, leadership, and impact every colleague has the opportunity to share in the company's success. Together, we will win as a team, striving to uphold our company values and powerful backing promise to provide the world's best customer experience every day. And we will do it with the utmost integrity, and in an environment where everyone is seen, heard and feels like they belong. Join Team Amex and let's lead the way together.

Role Objective : 

- The 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 INR 3.5 cr to INR 600 cr. The ideal candidate works with senior executives to close calls and land new accounts. The 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.

1. 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 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.

2. Pipeline management (10 - 20% of time) : 

- Effectively create & manage a pipeline of prospective customers and self-prospect within territory (Corporate and Business prospects with revenue between INR 3.5 cr - INR 600 cr)

- 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

3. 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 ( wherever required ), and continue conversations to understand areas for improvement.

- Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Documentation, Pricing, Contract), key internal partners (Risk, Client Onboarding Team, PPI) and tools (ONE.force)

4. 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 deliver on the 13 months Projected/Potential Charge Volume by hand holding the client and managing the relationship end-to-end by nurturing, assessing and further expanding the relationship and volume.

5. 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 and Skills : 

1. Prospect Calling & pipeline management : 

- Produce a high output of Outbound calling activity/dials to prospects in order to generate meetings each week on company provided leads along with the ability to develop new business leads through self-prospecting

- Strong hunter business-to-business mentality and prospecting/sales processes

- Manages a pipeline of opportunities from lead conversion to opportunity, leveraging client data/analytics to plan and prioritize activities to close business

2. Consultative selling :

- Effectively identifies client needs to configure solutions that address client requirements and deliver value

3. Closing :

- Overcomes objections and resistance to proposed solutions with key client decision makers

4. Influence & persuasion : 

- Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services

5. Demonstrating value : 

- Proactively and consistently demonstrates the value of partnering with American Express

6. Results focus : 

- Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks

7. 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 minimum requirement. Master's degree in Business Administration preferred.

- Excellent sales experience, 5 - 7 years minimum ( BFSI background desirable but not mandatory )

- Proven experience winning new business relationships

- Experience achieving sales quota and goals through multiple product offerings

- Experience in a highly regulated industry

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