SALES REPRESENTATIVE - MERCHANT ACQUISITION ESTABLISHMENT SERVICES
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Responsibilities
Sales Representatives are responsible for growing business by selling acceptance of the American Express card to new Merchants. They use their broad network of contacts, which stretches across industries and the marketplace, to identify potential leads. Sales representatives build and manage an effective and profitable pipeline by filtering and qualifying prospects. They utilize their in-depth knowledge of American Express, the industry, and their merchants to provide solutions that exceed prospect business needs and add value to merchants' business. Selling in the field moves at a relatively quick pace, with deals often initiated and closed within a condensed sales cycle.
Here is what a successful Sales Representative has to say about the role:
"I win because I do my homework and consistently stay on top of my game as a sales professional. When I am with prospects, I ask probing questions and listen carefully so that I can really understand their needs. By understanding their needs, I am able to tailor solutions that address their challenges and business strategies. I take ownership of my market and play to win every day."
Requirements
The successful Sales Representative will have the ability to filter and qualify leads and manage a pipeline of accounts, to research and understand merchants, and to plan strategically. They are knowledgeable about the industries they call on, have strong financial acumen skills, and are able to operate effectively in a transaction processing environment, which is critical in working with prospects at all levels in the organization. Sales Representatives must possess strong selling skills, excellent written and oral communication skills, exceptional negotiation and decision-making skills. They must have the ability to prepare P&L projections and breakeven analyses, financial acumen skills are necessary to close deals in order to effectively explain the financial and marketing value of product solutions. They use their excellent consultative solution selling skills to ensure long-term relationship building and to meet their business goals.
Ideal person will have at least three years of outside sales experience working under a sales quota incentive plan. Extensive strategic selling experience, cold-calling and pipeline management experience is also required.
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