American Express - Manager - Channel Sales

Job Description:

This position is responsible for driving business through the PSF team comprising front-line relationship officers. The position will demand the candidate to take the ownership of building a team, manage the end to end sales cycle and developing the city on the map of ICSS Sales

The duties and responsibilities of this position include :

1) Build a strong premium sales team, which is focused on acquisition of premium prospects through consultative selling approach instead of push sales culture. Focus on strong relationship oriented approach

2) Build a strong Sales culture that reflects and strengthens the Amex Brand - customer experience at every touch point.

3) Driving business through defined channels of acquisition

4) Obtaining and analyzing market intelligence & implementing market share strategies.

5) Develop strong interfaces with Operations to understand and contribute to Card approval process.

6) Analyze applications/NCA on an ongoing basis to ensure that metrics on approval rates, cancellation rates, declines and spend behavior etc are met

7) Ensuring all performance standards are met viz.

- Sales results

- Business targets

- Controls and compliance

- People development

- Sales productivity

8) Team handling:

- Monitoring and evaluating team performance

- Acquiring and developing new talent

- Ensuring on-going team coaching and development

- Creating a culture that motivates, empowers and retains talent

9) Focus on the key metrics:

- New card acquisition (NAA) from the sales team

- Cost of acquisition

- % of acquisitions that are HVCM

- First year attrition rate

- Deployment of people practices such as PMP, coaching & feedback

- Attrition of team members

- Controls and compliance

Qualifications:

- Post Graduates having minimum 4 years of relevant sales experience.

- Minimum 2 years of team management experience

- Excellent Inter personal and communication skills.

- Preferably from Retail, Banking, Insurance & financial services sector.

- Achieve aggressive corporate card sales targets in the geography through a focus on winning new business to the franchise via new clients aggressively

- Manage the sales pipeline ensuring the pipeline is robust and will meet the targets including accurate and timely reporting of the pipeline and prospects in the pipeline

- Develop and execute a sales strategy for increasing interactive penetration and improving operational economics

- Fully engaging in the performance management and development planning process lead the sales strategies to penetrate all segments within prescribed territory in middle market live the blue box values, including - Personal Accountability- and - Will to Win-

- Develop linkages with the implementation team to facilitate fast efficient implementations of won business

- Develop relationships across distribution partners e.g. travel agents, expense management providers, consultants, etc. coordinates efforts/resources within and across teams to deliver goals

- Recognizes the importance of teamwork to achieve objectives; brings in ideas, information, suggestions and expertise from others outside the immediate team

- Builds strong team relationships within and across teams

- Retaining and growing the margins in our new business wins

- Mapping of the overall market potential within prescribed territory to determine organization's current market share and market opportunity for corporate card demonstrate a strong knowledge of external competitor activity and market trends to be able to effectively position our products though differentiated selling

- Network within the industry, community, business, and customers to stay current on issues impacting customers

- Be self-motivated and maintain consistent high levels of energy and focus

- Act with integrity

- Show energy and resilience

FORAM JOSHI
GLOBAL TALENT ACQUISITION
AMERICAN EXPRESS