Account Executive at American Express in New York City, NY

ACCOUNT EXECUTIVE Location: New York, NY, United States The Account Executive sits within a geographical territory and is responsible for the retention and continuous growth of our existing US Small & Medium Enterprise key client relationships, through face-to-face interactions. This entails having overall management of a defined portfolio of key existing accounts, identifying the evolving needs of our clients, ensuring we continue to serve those needs with our array of cash flow and payment solutions, to deepen our relationship with these clients. The key measurements of success for this Manager will be portfolio level account retention and volume growth. This is a field-based role in which in person engagement with the client base through face-to-face interactions is required.  Candidates must reside in Queens or Long Island territory. Planning (10 – 20% of time)   ▪ Identify accounts that are not utilizing the full terms and benefits of their AXP commercial products and prioritize those clients, identify top client information and track opportunity development in CRM database   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   ▪ Develop client specific value proposition, identify key steps (strategy and tactics) to meet short and long-term client objectives   ▪ Business travel, occasionally overnight, is required with the expectation of 50-80% of time spent in-market with clients  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)   ▪ Seek opportunities to up-sell and cross-sell commensurate with the needs of the client  ▪ Answer customer inquiries and bring in leadership, internal business partners and product specialists as appropriate to support growth opportunities and customers’ needs   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  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   ▪ Bachelor's degree 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 United States is required as the company will not pursue visa sponsorship for these positions.  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.