• The incumbent will be responsible to acquire new clients in the large market space. (S)he will drive results by analyzing market trends, industry structures, payment processes across supply chains.
• The incumbent will drive new client acquisition by building and developing senior-level client contacts, setting the sales strategy and negotiating with the client for profitable new, cross sell and expansion business.
• The incumbent will be an expense & payments consultant to CXOs of large corporate across the entire lifecycle of client acquisition. Success in this role is measured by achieving sales targets and by demonstrating strong consulting/analytical and thought leadership skills.
• Build and manage sales pipeline to drive new client acquisition & achieve annual sales target
• Perform qualitative and quantitative research on the target industries/markets and companies;
• analyze industry supply/value chains to identify scope for financial efficiencies
• Understand, analyze & assess information from industry reports, whitepapers, client’s financial statements, investor presentations and other sources to develop insights on client industry & organization;
• Consult CXOs through these insights and help them improve their payments processes, profitability and balance sheet structure by implementing Amex expense & payment management solutions
• Develop an in-depth understanding of prospective clients’ needs, building relationships with key decision makers for success and influencing decision-making whilst developing and executing against strategic sales plans
• Undertake cost-benefit-analysis to develop and structure customized payment platforms for target large corporates
• Work closely with agency/channel partners & internal groups (risk, legal, finance) to strategize & develop wining proposals
• Lead negotiations and help define contract terms and service level agreements with customers (contract management), as well as working closely with relationship teams in the transitional phase of each account
• Own and deliver outcomes on prospect conversion, new billings generation, win-to-trade, new booked volume and carry over volume targets
• Keep up-to-date knowledge on products, competition in the financial services space, and relevant developments in target industries
• Use SFDC to manage leads, prospects and opportunities across sales cycles;
• Maintain detailed information on all meetings, calls and customer feedback (daily)
• Build external relationships and create business development opportunities through referrals
• Develop key internal relationships with Credit Operations, Risk Management, Commercial Underwriting, Relationship Managers and Merchant Services
• At least 8 years of professional Business-to-Business sales experience (preferably in commercial payments/financial services/consulting/advisory) with strategic & consultative selling and negotiation skills to sell to the most complex corporate accounts at decision making level
• In depth understanding of commercial cards/payments industry in India is highly preferable
• Prior knowledge & practical experience of targeted account selling concepts
• Ability to manoeuvre and drive/ facilitate change within a client organizations through solutions selling approach
• Proven ability to ensure effective collaboration with internal stakeholder like credit, risk, finance, product, implementation, client servicing
• Highly customer-focused and results-oriented approach, with demonstrated thought leadership capacity Ability to comprehend financial statements and develop insights accordingly
• Well-developed communication and presentation skills at all customer levels
• Excellent influencing and negotiation skills
• Strong research, analytical, investigative and problem-solving skills Excellent PowerPoint, excel and SFDC skills
• College graduate or equivalent combination of education & relevant business experience. MBA preferred.
**Job** *Sales*
**Title:** *Strategic Sales Manager*
**Location:** *India-Haryana-GURGAON*
**Requisition ID:** *16009139*