Manager – Business Development - Middle Market Tele Acquisition

Experience & Capabilities

• 3 plus years experience in B2B sales, inside sales, business development, financial services, or a related customer-facing sales environment.

• Experience managing and converting leads through telephone-based customer engagement.

• Demonstrated ability to achieve sales, conversion, or performance goals in a structured sales environment.

• Strong telephone communication skills and the ability to build credibility and rapport with business decision-makers without relying on in-person engagement.

• Ability to conduct effective discovery conversations, identify customer needs, and communicate a clear value proposition.

• Experience with consultative or solution-based selling; experience in payments, financial services, or related industries is beneficial but not required.

• Strong organization and pipeline-management skills, including consistent follow-up and accurate CRM activity.

• Comfort discussing basic financial concepts and business value, with the ability and willingness to develop deeper commercial and financial acumen.

• Coachable, motivated, and comfortable working in a goal-oriented, performance-driven telesales environment.

Solution Selling & Business Acumen 

• Exceptional discovery skills with the curiosity and business acumen to understand how a client's organization operates before recommending a solution. 

• Ability to uncover both stated and unstated client needs and translate them into a differentiated solution strategy. 

• Strong understanding of financial and operational workflows, with the ability to discuss employee spend, accounts payable, payments, working capital, controls, and process efficiency with credibility. 

• Financial acumen to interpret client financial statements, understand balance-sheet dynamics, identify working capital opportunities, and articulate ROI and business impact. 

• Ability to learn and confidently position technology-enabled solutions, including explaining capabilities and value without needing to be the technical expert in every aspect of the solution. 

• Ability to orchestrate product, technology, implementation, risk, pricing, and other specialists while maintaining ownership of the overall client relationship and sales strategy. 

Skills & Mindset 

• Exceptional communicator— able to translate complex solutions into compelling, actionable value for clients. 

• Analytical thinker with a bias for execution and results. 

• Confidence maintaining success and high standards in a regulated environment. 

• Competitive, confident, and composed under pressure — yet collaborative and growth-oriented. 

• Strong financial acumen with the capability to interpret client financial statements, analyze balance sheets, and identify working capital needs to inform strategic solutions and relationship discussions. 

• Ambitious spirit with the ability to work independently, think creatively, and drive measurable business outcomes while doing so operating within large institutional culture and workflows. 

• Adaptability in fast-changing environments 

• Expert in CRM management, pipeline forecasting, and disciplined sales execution. 

Education 

• Manage the end-to-end sales cycle of leads and opportunities, engaging prospective Middle Market customers primarily by telephone.

• Connect with business and financial decision-makers to understand their priorities and identify potential opportunities for American Express software and product solutions.

• Maintain consistent and timely follow-up across assigned leads to progress qualified opportunities through the sales cycle.

• Manage your pipeline with discipline, maintaining accurate records, forecasting opportunities, and working toward established sales goals.

• Use available data, insights, and sales tools to prioritize assigned opportunities and determine appropriate next steps.

Understand and Solve

• Conduct effective discovery conversations to understand a prospect’s business needs, challenges, and current payment and expense-management practices.

• Recommend appropriate solutions from the American Express suite based on identified customer needs.

• Clearly communicate the value of American Express software and product solutions, including potential benefits related to working capital, expense management, payment efficiency, and rewards.

• Develop knowledge of Middle Market customers, commercial payments, and the American Express product suite through ongoing training, coaching and market research.

• Partner with internal teams, including Risk, Underwriting,and Product, as needed to support customer opportunities.

Progress and Close Opportunities

• Guide qualified prospects through the sales process, addressing questions and helping customers understand relevant products, terms, and value propositions.

• Conduct sales conversations and negotiations appropriate to the size and complexity of assigned opportunities.

• Work toward individual sales and conversion goals while delivering a consistent and professional customer experience.

• Close qualified opportunities and transition accounts to the appropriate Account Development team for ongoing relationship management and growth.

• Represent the American Express brand with professionalism, integrity, and a customer-first mindset in every interaction.

Operate with Integrity — 100% of the Time

• Uphold the American Express Code of Conduct and all applicable Sales Practice standards.

• Follow established processes and procedures throughout the sales cycle.

• Demonstrate sound judgment and ethical decision-making in every customer interaction.