Sr. Strategic Relationship Manager

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.

Role: Client General Manager

Organization: GBT US SME

Location: Eastern US

The Client General Manager within GBT is primarily focused on driving continued mutual value to the buyer-seller relationship through the development and ownership of a holistic overall relationship strategy, the ongoing cultivation of a true business partnership between GBT and the client, and the deployment of comprehensive products, services, and solutions. It is a highly collaborative customer facing role with the expectation of ensuring alignment and seamless interaction within the GBT organization, such as Meetings & Events, Consultancy, GBT Travel Partner Network, etc.

The CGM provides strategic insights and relationship management to a portfolio of US Headquartered clients and prospects with air volume between $5M and $20M. Majority have a global footprint.

• Main point of contact for clients, Liaison to internal partners

• Own the business review and account plan for each client within the portfolio

• Lead client retention and revenue growth plans – Develops strategic business growth plan for allocated account portfolio

• Identify client’s vertical market, supplier and industry trends for growth opportunities

• Design Travel Program Spend Strategy (Policy Consulting)

• Design and Delivers the Technology Road Map

• Develops and implements strategic initiatives and GBT brand strategies to exceed key performance metrics including negotiating contracts with commercial terms securing revenues that exceed targets from GBT products, services and solutions

• Quarterly review of company earnings, executive presentations and company news to recommend adjustments for the business account plan

• Generate sales, builds expansion and retains key clients by identifying new sales opportunities within existing accounts

• Focus strategy on Supplier Revenue (i.e. Net Fares and Hotel Attachment rate plan)

• Manage Account Relationships/Builds Strategic Relationships with Customer and ensure a robust WOI

• Conduct bi-annual strategy session with our business partners to update the strategic account plan

• Drive alignment within the organization and company around the client’s business, account strategies, objectives

• Ensure action and responsiveness to the customer by all partners

• Liaise with GSD partners in the design of service platforms

• Act as the internal voice of the client by developing a deep understanding of the customers’ business needs at a C Level down to the travel department in order to deliver recommendation

• Sell Premium Revenue by developing and negotiating proposals and strategy for consulting, meetings and product engagements

• Develop and demonstrates deep travel Industry insights / Competitive Understanding; leverages this to “teach” the customer

• Identify and leverages B2B opportunities / synergies

• Interpret overall T&E compliance and leakage reports. Develops and delivers compliance and communication plan to client.

• Fully understand and effectively leverage balance of trade

• Client on boarding and product implementation, maintenance and training (including New DK requests, Travel Alerts, new user  for reporting, client configuration changes)

• Facilitate with MI the setup and maintenance of management information reporting profile, DK’s, and reporting troubleshooting

• Facilitate Implementation of new business to include coordination with TPN offices

• Update SFDC as directed

• B2B Business Development and Sales

• Executive Relationship Management

• T&E Industry Expertise

• Pipeline Management

• Complex Deal Construction

• Consultative Problem Solving

• Strategic Business Planning

• Knowledge of and use of the Challenger model

• Proposal Writing

• Negotiation Skills

• Global Expansion implementation

• Written / Oral Customer / Internal communication

• Salesforce, Word, PowerPoint, Microsoft Outlook and Excel Skills

• Strong time management and organizational skills

United…