The Consulting Director, Sales role is a key strategic position at American Express Global Business Travel (GBT), responsible for the generation and closing of new Consulting sales in a specific region of the globe.
In this role you will be recognized as a senior influencer within the travel industry. You will demonstrate strong sales aptitude and focus, so that cross-functional approaches are maximized for the execution of turning prospects into closed deals, through increasing strengths of relationships and relevance of offerings.
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The candidate must be prepared to represent the value proposition of GBT/GBC. The Consulting Director, Sales will set the strategic direction for bids and participate in key prospect meetings & negotiations that will yield top-line growth for GBC, and will be accountable for driving the entire sales cycle. The successful candidate will need to build and maintain strong relationships with key internal stakeholders along with building and developing senior level client contacts. The candidate must have an ability to work and contribute in a team and matrixed environment.
Additionally, the Director is responsible for:
Building a sound set of prospects and managing their part of the pipeline
Moving those prospects through the complex sales cycle to closure
Enhancing the sales process within GBC
Ongoing communication of any market trends and developments to Delivery team
REQUIREMENTS:
Proven experience as a consultant and/or in selling business or management consulting services (5-10 years experience)
Strong travel and/or technology experience
Proven success of selling to and winning large accounts, and the ability to sell client-specific consulting and value add solutions.
Extensive customer/client facing experience globally, the ability to engage and influence at senior levels within large global organizations, and must possess a strong understanding of the principles of driving and communicating client value.
Demonstrated ability to build, coach, and develop a multi-disciplinary high-performing, highly engaged team, and to implement a strategic vision, develop action plans, and set goals.
Demonstrated ability to understand broad issues and capitalize on global market conditions impacting customers’ and industry travel program, along with strong knowledge of the marketplace, is required.
Excellent and proven business and financial acumen and the proven ability to drive results and achieve targets are required.
Proven innovative problem-solving abilities and decision making skills required, in addition to project management, prioritization, and planning skills with a proven ability to drive and affect change is required
Strong negotiation skills required, including the ability to handle objections and achieve mutually beneficial solutions.
Must possess the ability to influence internally and raise profile externally, and be able to drive decisions across an organization.
Excellent knowledge of organizational change and negotiation to drive forward results both internally and using those skills externally to influence key decisions makers across the portfolio
Ability to travel up to 50%
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