The Accounts Payable (AP) Automation Sales Manager is an integral member of the US SME AP Automation (APA) organization responsible for managing and coordinating with the field sales team all key activities related to the sourcing, qualifying, presenting, and ramping of Accounts Payable software solution deals. The ideal candidate works with the Field Sales team to drive charge volume through Accounts Payable software solutions. The ideal candidate also engages directly with clients to understand customer needs and leverage product knowledge to deliver innovative business solutions that provide ongoing value to new customers through the American Express business suite of products.

Job Responsibilities

Prospecting

• Partner with Sales and Account Development teams on targeted accounts to generate strong pipeline
• Leverage various contact methods such as cold calling or in-person meetings to secure profitable sales through self-generated leads
• All prospecting must be facilitated with integrity, and in accordance with our values, with a focus on profitably delivering solutions commensurate with the prospective client’s needs.
  
  

Pipeline management

• Effectively manage a pipeline of prospective APA customers provided by American Express and self-prospect
• 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
  
  

Client solution and delivery

• Understand customer requirements and jointly develop solution in accordance with customer requests, bring in product specialists to meet with customer, and continue conversations to understand areas for improvement
• Maintain a high level of knowledge and expertise across all AP Automation software offerings as the expert within American Express
• Coach and train Sales and Account Development teams to effectively identify opportunities and schedule appointments
• Identify opportunities through needs assessment, serving as a consultant to their business; recommend the best tools to optimize and improve client’s payment processes
• Coordinate internal resources to ensure smooth delivery of the solution and platform, and implementation
• Drive collaboration across internal stakeholders, i.e., product and marketing teams.
• Manage and execute all key phases of the sales process from sourcing to closing
  
  

Compliance

• Ensure all aspects of the American Express Code of Conduct, and our Business Conduct policies, standards, 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 and Skills

Consultative selling

Effectively identifies client needs to configure solutions that address client requirements and deliver value