Business Development Manager, New Sales - Business Blueprint - job 11 of 21

Role Objective: 

Global Commercial Services is a core operating group of American Express and has delivered robust growth over the past decade. GCS partners with corporate and small business clients to help them manage cash flow and increase profitability through a variety of automated expense management tools. 

Expanding existing relationships is a critical function within US SME, with substantial opportunity to support our customers as they grow their businesses with access to payments and credit. In this role, the Manager of Business Development will engage small business and middle market businesses in in-depth conversations about their business objectives, business model, and funding needs. Where appropriate, the Manager will sell the Business Line of Credit to enhance our customers’ business performance. 

Job Responsibilities: 

• Make outbound cold calls to contact targeted small/mid-size business owners. 

• Consult and cover needs of existing Amex small business customers and recommend our Business Line of Credit based on a thorough needs analysis. 

• Compliantly meet and exceed quarterly and annual scorecard targets. 

• Promote and maintain adherence to Compliance and regulatory guidelines to support and protect the Blue Box and our customers. Be a champion of and for Compliance amongst your peers and within BBP Sales. 

• Effectively manage lead portfolio & pipeline to drive acquisition of new Business Line of Credit customers and loan volume. 

• Quickly become the subject matter expert on our Business Blueprint products (ie. Business Line of Credit) and continuously develop team knowledge and expertise. 

• Continuously improve on key selling skills, including building rapport, uncovering customer needs, handling objections, and closing sales . 

• 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. 

• Exhibit personal excellence by consistently delivering high-quality results, demonstrating integrity and accountability, and continuously striving for improvement and professional development. 

• Work from the office three days a week. 

Expectations: 

• Operate in a compliant and ethical manner at all times, uphold the Blue Box Values, and live the American Express Leadership Behaviors. 

• Contribute to the success of Business Blueprint as a whole by being a thought leader amongst your peers. 

• Become a subject matter expert (SME) on Business Line of Credit (BLOC) to best support your customers. 

• Embrace a culture of feedback and coaching. 

• Meet daily and monthly KPI ask, including handle/make 60+ calls per day. 

• Manage a book of business, including acquisition, activation, and development of BLOC customers. 

Qualifications: 

• 3+ years of experience in the financial services industry, or similar highly-regulated industry. 

• 3+ years of sales experience selling to SMBs preferred. Experience discussing finances with C suite. 

• Track record of consistently exceeding goals in a compliant and ethical manner. 

• Financial fluency and familiarity with small business cashflow needs and cycles. 

• Experience adhering to compliance standards and expectations 

• Positive “can-do” attitude and strong work ethic. Ability to use feedback in a positive way with personal accountability. 

• Proven phone skills, ability to direct a sales conversation, effectively handle objections, and drive results. 

• Demonstrate a solution-oriented mindset by proactively identifying challenges, and taking innovative to suggest practical solutions that enhance team performance. 

• Confident and friendly communication style. 

• Bachelor’s degree in business or related field preferred. 

Interpersonal skills we’re looking for: 

• Compliant & Ethical: Operating with a strong moral compass, doing the right thing even when it isn’t the easy thing. 

• Empathy: Demonstrate that you genuinely care about others, connect with a customer's situation, and deescalate conversations. 

• Proactivity: Resourceful, has grit, and a positive "can-do" attitude. 

• Flexibility & Adaptability: Can handle rapidly changing priorities and demonstrate resilience in the face of change. 

• Follow-Through: Follows through on items without being micro-managed. Takes ownership over their work and results. 

• Multitasking: Being able to use multiple applications at the same time to effectively resolve issues. 

• Communication: Excellent interpersonal communication skills and ability to work across multiple groups with ease. 

This will be a Hybrid position where you will be in the office 3 days a week. 

Working hours are Monday through Friday, 9-5 EST or 11-7 EST depending on your location. 

Training schedule & hours may differ from working hours.