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About the Role
The Middle Market Relationship Manager role focuses on driving growth within a defined group of existing customers through consultative selling and financial conversations to maximize account penetration and identify new growth opportunities. This is primarily a phone-based role with some face-to-face account management.
Responsibilities
- Retain and expand existing relationships within a defined portfolio across multiple industries, consisting of approximately 250 Corporate Card Clients.
- Achieve annual charge volume and growth targets.
- Maintain high customer satisfaction, account growth, and reduce attrition.
- Maintain client relationships across multiple levels within the client's organization to drive incremental growth, primarily with C-level executives.
- Create winning client strategies, internal account plans, client business plans, and account reviews.
- Conduct account reviews, issue resolution, and needs assessments to embed additional American Express products & Digital tools.
- Synthesize information from various sources to uncover and convert charge volume growth opportunities.
- Create account plans, identify risk factors, and protect the portfolio against charge volume loss.
Requirements
- Previous relationship management and consultative sales experience.
- Ability to influence and grow the business through value-added conversations.
- Strong pipeline management skills.
- Strategic account management skills.
- Strong financial acumen and ability to have commercial conversations on working capital and cash flow.
- Ability to respectfully challenge the status quo and influence without authority.
- Ability to work collaboratively across diverse teams.
- Resilience, thought leadership, and ability to prioritize for success.
- Strong analytical and problem-solving skills.
- Account planning and client strategy development skills.
- Experience in dealing with C-level executives.
- High degree of commercial acumen and strong negotiation and influencing skills.
- Corporate card knowledge is an advantage.
- One Force knowledge is an advantage.
- Successful completion of a background verification check, subject to applicable laws and regulations.
Skills
- Relationship management
- Consultative selling
- Financial conversations
- Account penetration
- Customer satisfaction
- Account growth
- Attrition reduction
- Client relationship management
- Client strategy development
- Account planning
- Issue resolution
- Needs assessment
- Information synthesis
- Risk identification
- Pipeline management
- Strategic account management
- Financial acumen
- Commercial conversations
- Working capital management
- Cash flow management
- Influencing
- Collaboration
- Resilience
- Thought leadership
- Prioritization
- Analytical skills
- Problem-solving
- Negotiation skills
- Corporate card knowledge
- One Force knowledge
Work Type
- Phone-based
- Face-to-face account management
- Hybrid
- Onsite
- Virtual
Experience Level
- Middle Market
Salary/Compensations
- Competitive base salaries
- Bonus incentives
Benefits
- Support for financial well-being and retirement
- Comprehensive medical, dental, vision, life insurance, and disability benefits (depending on location)
- Generous paid parental leave policies (depending on your location)
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
About the Company
- American Express has a 175-year history of innovation, shared values, and Leadership Behaviors.
- The company has an unwavering commitment to backing customers, communities, and colleagues.
- American Express delivers differentiated products and world-class customer service with a strong risk mindset.
- The company upholds its brand promise of trust, security, and service.
- Team Amex offers powerful backing with comprehensive support for holistic well-being.
- Opportunities exist to learn new skills, develop as a leader, and grow careers.
- Employee voices and ideas matter, and work makes an impact.
- Together, employees help define the future of American Express.