B2B Sales Representative - DC and Annapolis & Columbia, MD

American Express
Oct 08, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
American Express OPEN American Express OPEN is the leading payment card issuer for small businesses in the United States and supports business owners with products and services to help them run and grow their businesses. OPEN is committed to delivering differentiated value to businesses through our wide range of products and services. We offer a world class personalized experience using new technology and capabilities, giving American Express OPEN Card Members a competitive edge. OPEN Premier Relationship Management is a 350 and growing organization responsible for the acquisition, development, and management of our highest potential and highest spending small business customers.

Job Responsibilities:

* Pre-Call Research (15%):

o Prioritize efforts across a portfolio of Clients

o Understand how Clients can optimize their relationship with American Express Schedule both phone and in person meetings with Clients in their assigned territory
* Selling Time (60%):

o A deep knowledge of customer's business, current macro and microeconomic trends, industry trends, and potential new business opportunities

o Articulate the American Express OPEN value proposition

o Engage the customer by deliberately linking their business priorities to our value proposition

o Gain commitment from a Client to move vendor expenses onto the Card

o Proactively advance the purchase decision without rushing the Client
* Post-Call Work (25%):

o Close each opportunity by monitoring and ensuring spend is captured

o Partner with internal business partners, including sales support resources, to optimize the Client's experience

o Understand and influence a wide range of customer stakeholders

* Bachelor's degree in business, finance or marketing with at least 3 years of B2B sales, consulting or account management experience

* Demonstrated Ability to Drive Rapid Growth In Account Base

* Strong consultative sales skills including negotiation, and the ability to influence and collaborate, including teaching for differentiation

* Tailors communication to the customer's needs with authority; effectively delivers presentations and has strong verbal and written communication skills

* Executive presence

o Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in his or her favor
* Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success

* Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges

* Effective Pipeline Management

* Ability to develop a daily, weekly and monthly call plan

* Relationship management skills to follow through and motivate Clients to take action

* Strong business and financial acumen, understanding of business financials and ability to create a financial business case

* Ability to partner with Clients across all markets/industries

* Strong computer skills, experience with SalesForce.com is favorable

* Strong Personal Excellence

* High achiever with proven high performance results

* Strong will to win and a positive, tenacious attitude

* Excellent communication and organizational skills

* Strong compliance record in prior positions

* Excellent track record from a legal and consummation of sale perspective

* Has a growth mindset with the ability to embrace challenges, think in new directions, take risks and learn from mistakes

* Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision

* Candidate must reside in Washington DC, Annapolis or Columbia, MD
American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or any other status protected by law.

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**Job** *Sales*

**Title:** *B2B Sales Representative - DC and Annapolis & Columbia, MD*

**Location:** *AL-Montgomery*

**Requisition ID:** ** f950ffd0806c4787aa70ffddf