Assistant Manager - Sales Job in American Express

Job Responsibilities

1. Prospecting(30 40% of time) Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through firm provided leads and contact-lists, and self-generated leads to complement commercial acquisition of product sales opportunities All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective clients needs. 2. Pipeline management(10 20% of time) Effectively create & manage a pipeline of prospective customers and self-prospect within territory (Corporate and Business prospects with revenue between INR 3.5 cr INR 600 cr) Turn leads into prospects (contacts who know you and are willing to share info on available opportunity), follow up with contacts in CRM database, and probe for potential opportunities with the prospects 3. Client solution(10 20% of time) Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer ( wherever required ), and continue conversations to understand areas for improvement. Maintain a high level of knowledge about American Express products, processes (Underwriting, Line Increase, Customer Financials, Documentation, Pricing, Contract), key internal partners (Risk, Client Onboarding Team, PPI) and tools (ONE.force) 4. Negotiate and close(10 20% of time) Successfully negotiate, and consensually move the prospect through the next phase of the acquisition cycle (e.g., underwriting) in accordance with applicable disclosures, terms and conditions Reaffirm deal details, secure necessary signatures and upon deal completion successfully deliver on the 13 months Projected/Potential Charge Volume by hand holding the client and managing the relationship end-to-end by nurturing, assessing and further expanding the relationship and volume. 5. 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 Knowledge, Skills, Attributes, and Experience 1. Knowledge and Skills 1. Prospect Calling & pipeline management Produce a high output of Outbound calling activity/dials to prospects in order to generate meetings each week on company provided leads along with the ability to develop new business leads through self-prospecting Strong hunter business-to-business mentality and prospecting/sales processes Manages a pipeline of opportunities from lead conversion to opportunity, leveraging client data/analytics to plan and prioritize activities to close business 2. Consultative selling Effectively identifies client needs to configure solutions that address client requirements and deliver value 3. Closing Overcomes objections and resistance to proposed solutions with key client decision makers 4. Influence & persuasion Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services 5. Demonstrating value Proactively and consistently demonstrates the value of partnering with American Express 6. Results focus Demonstrates a competitive, positive attitude, quickly adapts to different situations, and recovers from setbacks 7. Market, industry, & product knowledge Understands at a tactical level market/industry key competitors, challenges, terminology, technology, trends, and regulation