Job Designation : Key Account Manager
Job Location : Chennai,
Job Description :
- Developing an in-depth understanding of our prospects/clients, building relationships for success, influencing prospect and client decisioning and execute strategic sales plans. .
- Differentiate the organization's value proposition, develop in-depth understanding of the market/region and source, to independently build/manage an effective pipeline.
- Optimise the value of business proposition and maximise the return to meet aggressive sales growth targets.
- Own and deliver the outcome - prospect conversion and new billings generation, win-to-trade, new booked volume and carry over volume targets.
- Drive the sales approach internally with stakeholders as well as externally with customers and ensure that the necessary resources from all parts of the organisation are aligned appropriately with our opportunities.
- Manage leads and research into account, preparation of presentation materials, ensuring pricing is consistent with pricing strategy and the effective implementation of the account.
- Conduct business reviews/implementation updates to ensure success and appropriate progress.
- Negotiate pricing based on a thorough understanding of customer needs and Amex profitability drivers, within a pricing framework.
- Price add on services, based on commitments made and profitability of the account
- Management of pressure on the discount rate arising from management fee pricing between Corporate Clients, 3rd Party agents, and or Principals. Mobilise resources, (subject matter experts, from across all areas of Amex and joint ventures, / other business partners to enable the sales and account management team to deliver on commitments
Job Requirements :
- Basic understanding of Financial propositions on client business, Ability to comprehend basic financial statements
- Understanding of General Regulatory terms and contracts and Technical Know-how on infrastructure pertaining to corporate payable systems
- Graduate/Management Degree or Diploma with understanding of General management principles, with at least 7-12 Years of Experience in Selling/Relationship Management of Corporate Houses - Professional sales experience (Strategic selling and Negotiation skills) to sell to the most complex accounts with a potential Card billings volume typically in excess of $2M.
- Understanding of pricing and its impact on the relationship between corporations, travel agents and principals.
- Ability to drive and/or facilitate change within the client's organisation as well as within Amex.
- Excellent oral fluency and written business communication skills.
- Thorough understanding of all aspects of competitor's business travel and corporate account activities.
- Good general business knowledge and awareness of international business issues - strong awareness of the impact external factors (Political, Legal, Economic and Technological ) will have on client and the organization's business
Reference Id : mohanram.a@aexp.com
Company : American Express India
Job Location : Chennai,
Job Description :
- Developing an in-depth understanding of our prospects/clients, building relationships for success, influencing prospect and client decisioning and execute strategic sales plans. .
- Differentiate the organization's value proposition, develop in-depth understanding of the market/region and source, to independently build/manage an effective pipeline.
- Optimise the value of business proposition and maximise the return to meet aggressive sales growth targets.
- Own and deliver the outcome - prospect conversion and new billings generation, win-to-trade, new booked volume and carry over volume targets.
- Drive the sales approach internally with stakeholders as well as externally with customers and ensure that the necessary resources from all parts of the organisation are aligned appropriately with our opportunities.
- Manage leads and research into account, preparation of presentation materials, ensuring pricing is consistent with pricing strategy and the effective implementation of the account.
- Conduct business reviews/implementation updates to ensure success and appropriate progress.
- Negotiate pricing based on a thorough understanding of customer needs and Amex profitability drivers, within a pricing framework.
- Price add on services, based on commitments made and profitability of the account
- Management of pressure on the discount rate arising from management fee pricing between Corporate Clients, 3rd Party agents, and or Principals. Mobilise resources, (subject matter experts, from across all areas of Amex and joint ventures, / other business partners to enable the sales and account management team to deliver on commitments
Job Requirements :
- Basic understanding of Financial propositions on client business, Ability to comprehend basic financial statements
- Understanding of General Regulatory terms and contracts and Technical Know-how on infrastructure pertaining to corporate payable systems
- Graduate/Management Degree or Diploma with understanding of General management principles, with at least 7-12 Years of Experience in Selling/Relationship Management of Corporate Houses - Professional sales experience (Strategic selling and Negotiation skills) to sell to the most complex accounts with a potential Card billings volume typically in excess of $2M.
- Understanding of pricing and its impact on the relationship between corporations, travel agents and principals.
- Ability to drive and/or facilitate change within the client's organisation as well as within Amex.
- Excellent oral fluency and written business communication skills.
- Thorough understanding of all aspects of competitor's business travel and corporate account activities.
- Good general business knowledge and awareness of international business issues - strong awareness of the impact external factors (Political, Legal, Economic and Technological ) will have on client and the organization's business
Reference Id : mohanram.a@aexp.com
Company : American Express India
