Director of Sales - Travel Consulting

Director, Business Development - Consulting

American Express Global Business Travel (GBT) is dedicated to helping its clients realize the greatest possible value from their investment in travel through increased cost savings, outstanding customer service and greater spend control. For small businesses, medium-sized enterprises and multinational corporations, American Express Global Business Travel provides a combination of industry-leading booking technology, travel management consulting expertise, strategic sourcing and supplier negotiation support and customer service available around the world, around the clock, online and offline. The Global Business Consulting (GBC) organization of GBT, helps companies maximize their return on investment by strategically managing the numerous variables that can make business travel complex. We’ve worked with thousands of companies to help them create a travel program tailored to achieve specific goals. Our extensive capabilities and results-oriented approach allow us to build and implement strategies that can help streamline operations, improve business traveler experience, reduce risk and increase savings.

The Consulting Director, Sales role is a key strategic position at 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. The incumbent, as an individual contributor, will focus on selling Consulting services to new and existing Large Market customers. 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.

• Wide-range of solutions for business travel
• Powerful mix of data analytics, proprietary tools, and broad industry experience
• Global network of experienced consultants
• Extensive travel data and fine-tuned methodologies
  
  

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
  
  

Qualifications:

• 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 collaborate and contribute in a highly-engaged team/matrixed environment, 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%
  
  

Location

United States - Virtual Location

The US national annual base salary range for this position is from $100,000 to $200,000. The national range provided includes the base salary that GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.

In addition to base salary, this role is eligible for either our Annual Incentive Award plan, which rewards participants based on company and individual performance, or eligible for one of our metric-driven Sales Incentive Plans (certain sales roles only). An eligible employee can only participate in one of these plans during an eligible period. This role is also eligible for awards under the company Equity Incentive Plan, which is designed to align participants' interests with those of shareholders. For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.

GBT 2023 Benefits-at-a-Glance

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