Sr Manager of Strategic Relationship Management_

Indianapolis

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.

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The Strategic Account Manager leads innovative account management strategies, and is focused on increasing profitability and deepening client relationships within a portfolio of Global Business Travel Middle Market accounts. The Strategic Account Manager’s role is to grow and increase the non-transactional revenue of their portfolio, through a combination of exceptional relationship management and consultative sales skills, a sophisticated ability to synthesize client needs and identify innovative solutions, a strong understanding of the external market, and their in‑depth knowledge of the power of the GBT value proposition.

**What You'll Do:**

+ Increasing profitability by proactively identifying new opportunities and delivering innovative solutions that continue to add value and expand Amex’s web of influence.

+ Leading sales efforts to deliver multiple revenue streams and further penetrate accounts, with a focus on driving non-transaction, premium revenue.

+ The Strategic Account Manager will specifically focus on selling consulting and strategic travel management solutions and engagements.

+ Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients. Strategic Account Managers must be able to ‘get under the skin’ of the individual clients they work with and understand their individual needs, motivations and ‘hot buttons’, in order to develop truly customer focused solutions.

+ Researching the marketplace and competitor products and services to highlight the value that distinguishes GBT products, and specifically leverages MI, benchmarking, and technology as critical value drivers.

+ Creating creative pricing strategies, and contributing to ongoing client P&L management.

+ Leading business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.

+ Enhancing the American Express Global Business Travel value proposition through policy consultation, researching white paper needs, technology road mapping, optimizing online solutions, and event content development.

+ Developing client innovation forums, including agenda ideas and content, guest speakers, panelists, and facilitators specific to driving premium revenue.

+ Developing an in-depth understanding of key business drivers, organizational culture and the competitive position of clients. Strategic Account Managers must be able to ‘get under the skin’ of the individual clients they work with and understand their individual needs, motivations and ‘hot buttons’, in order to develop truly customer focused solutions.

+ Researching the marketplace and competitor products and services to highlight the value that distinguishes GBT products, and specifically leverages MI, benchmarking, and technology as critical value drivers.

+ Creating creative pricing strategies, and contributing to ongoing client P&L management.

+ Leading business planning, C-Level executive reviews, quarterly and annual reviews, and business negotiations on rebids for strategic accounts.

**What We're Looking For:**

+ 3 to 5 years TMC account / client management, sales, consulting, or procurement experience required.

+ Proven success in consultative selling is required, in addition to demonstrated success increasing client revenue and profitability.

+ Demonstrated ability to create strategic vision, build action plans, set goals.

+ Proven innovative problem-solving abilities and decision making skills required, in addition to project management, prioritization, and planning skills.

+ Strong negotiation skills, including the ability to handle objections and achieve mutually beneficial solutions.

+ Demonstrated ability to proactively build and maintain a comprehensive network, both internally and externally, in order to successfully navigate through client organizations.

+ A sophisticated range of communication and presentation skills in order to present complex ideas in a simple and compelling way to a wide variety of audiences.

+ Demonstrated ability to quickly learn, understand, and articulate key product and value proposition knowledge in a variety of contexts.

+ Strong financial acumen and analytical mindset required to leverage the key drivers of profitability.

+ Strong Business acumen required to communicate the Amex/Business Travel value proposition up to and including the “C Suite”.

+ Strong collaborative skills.

+ Previous experience with clients in Middle Market accounts ($5-$20MM air volume) and travel management preferred.

+ Advanced Excel, Word and PowerPoint skills required.

+ **Must be able to travel 15-25% of the time.**

**\#GBTJobs**

**Location**

United States

The US national annual base salary range for this position is from $70,000 to $140,000. The national range provided includes the base salary that GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.

In addition to base salary, this role is eligible for either our Annual Incentive Award plan, which rewards participants based on company and individual performance, or eligible for one of our metric-driven Sales Incentive Plans (certain sales roles only). An eligible employee can only participate in one of these plans during an eligible period. This role is also eligible for awards under the company Equity Incentive Plan, which is designed to align participants' interests with those of shareholders. For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.

Benefits at a glance (mexglobalbusinesstravel.com/rs/346-POJ-129/images/GBT\_2023BenefitsAtAGlance\_Without\_Rates\_Final.pdf)

**The #TeamGBT Experience**

Work and life: Find your happy medium at Amex GBT.

+ **Flexible benefits** are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and more.

+ **Travel perks:** get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.

+ **Develop the skills you want** when the time is right for you, with global tuition assistance, access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.

+ **We strive to champion Diversity, Equity, and Inclusion** in every aspect of our business at GBT. You can connect with colleagues through our global Inclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.

+ **Wellbeing resources** to support mental and emotional health for you and your immediate family.

+ And much more!

All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.

Furthermore, we are committed to providing reasonable accommodation to qualified individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the hiring process. For details regarding how we protect your data, please consult GBT Recruitment Privacy Statement (mexglobalbusinesstravel.com/gbt-recruitment-privacy-statement/) .

**What if I don’t meet every requirement?** If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;" please apply anyway. You may be exactly the person we’re looking for!

Click Here to Learn More (mexglobalbusinesstravel.com/careers/)