Responsibilities
An Acquisition Manager is responsible for growing business by selling solutions to new large market travel accounts that are based in the United States. Their success is due to the ability to drive results -constantly pushing forward and unafraid to pursue new opportunities. By researching and understanding the client's issues, the Acquisition Manager develops solutions that meet their needs. When appropriate, this position brings in experts from other parts of the American Express organization to talk to the client about best practices and other solutions. The Acquisition Manager is able to close deals because s/he can effectively explain the value of American Express solutions that meet their clients' business objectives and they feel a sense of partnership.
Here is what a successful Acquisition Manager has to say about the role:
"As an Acquisition Manager, I learn as much about the client as possible. In every conversation with the client, I ask probing, compelling questions. They need to know that I understand their issues, culture... I don't just push products! I propose the appropriate solutions for their needs. I also make sure that I am up-to-date on the newest technological issues and advances. Sales in Travel is much more complex these days and you need to be able to 'talk the talk' at all levels of the organization."
Requirements
Strong candidates for the Acquisition Manager position must have the proven ability to prospect and work leads for new accounts, have an understanding of travel, e-commerce, procurement and the financial services industries, and have the ability to build a broad network of contacts. This position requires strong generalist skills, excellent financial acumen skills, an understanding of how to operate in a procurement environment and have keen negotiating skills. You will need to be skilled in consultative selling in a business-to-business setting and have the ability to work independently, analyze data and influence others to achieve business goals.
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Responsibilities
An Acquisition Manager is responsible for growing business by selling Corporate Travel solutions to the Middle Market business segment (companies with annual sales revenues between $10M and $250M) that are based in the United States. Having the drive to win and the desire to be the best, is how success is attained. Acquisition Managers effectively filter and qualify prospects and build a pipeline to ensure targets are met. Their effectiveness in the middle market segment is driven by their skill to quickly close deals and effectively explain the value of American Express solutions and how they will meet the client's business objectives.
Here is what a successful "Virtual" Acquisition Manager has to say about the role:
"I am an Acquisition Manager working in a virtual environment. I make contacts and build relationships through phone calls and e-mails. Even though I am not visiting client sites, I ensure that my contacts respect and trust me. I do that by proposing solutions that are responsive to what the client truly values, and by always following up on commitments."
Requirements
You will be considered a strong candidate for the Acquisition Manager position if you have the proven ability to identify business opportunities and achieve profitable new business for a broad range of American Express products and services. You will need to have extensive experience in filtering and qualifying leads and managing a pipeline of accounts, researching and understanding customers, and planning strategically. You must be knowledgeable about the travel industry and e-commerce, have strong financial acumen, and are able to operate effectively in a procurement environment, which is critical in working with clients who are often purchasing managers or strategic sourcing groups. You must be able to use their in-depth understanding of the industry and their customers to provide solutions that directly meet client business needs and add value to customers' business.
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