Manager of Business Development

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued. Amex GBT Ovation is a very specialized, bespoke travel solution and we are looking for a highly skilled travel sales person to join our US based team.

We are a relationship driven sales organization, that requires not just the right sales skills, but also the right cultural fit. The ideal candidate will have a travel sales background working with financial services, law firms and other high-touch professional services. The Manager of Business Development (MBD) will be responsible for the generation of new sales acquisition of SME businesses.

This is an individual contributor role. The successful candidate must have knowledge in technology tools and a keen ability to deliver client specific solutions. Responsible for delivering integrated, customized travel management to help high touch companies and firms manage and improve their travel investment. The Manager of Business Development is responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.

• Drive new sales from prospective clients within a given territory and spend segment.
• Travel required at least 50% of the manager’s time to build and maintain relationships with new clients in addition to conducting regional prospect searches.
• Achieve new monthly sales, transaction and Key Performance Indicator targets, maintain accurate records, such as daily activity and pipeline progress.
• Develop deep knowledge of and sell Amex GBT Ovation by delivering compelling and relevant presentations, demonstrating the value of partnering with Amex GBT Ovation, and highlighting key pillars of the value proposition aligned to the prospect’s goals.
• Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and managing new signings through the first 13 months of activation.
• Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.
• Gains a commitment from the prospect to move forward by asking for the business and successfully managing objections.
• Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action.
• Utilizes innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.
• Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.

• Aggressive prospecting and documentation; active development and management of pipeline to achieve goals and targets; prioritize opportunities by potential value, sales cycle length, and win probability.
• Executive presence with exceptional relationship management and consultative sales approach to C-Level executives; tenaciously network to establish, maintain, and expand business relationships and referral sources.
• Conduct deep discovery with CFOs, Procurement Leaders, and Corporate Travel Managers; effectively identify client needs and configure customized solutions, proposals, presentations, and technology demos.
• Strong understanding of P&L and financial acumen to articulate cost of program benefits; demonstrate how Amex GBT Ovation meets long-term travel management needs and delivers measurable value
• Deep knowledge and delivery of the Amex GBT Ovation value proposition;…