Director, International Prospect Management

4 days left

London (City of), London (Greater)
28 Sep 2020
23 Oct 2020
Contract Type

Salary – competitive

Location of role – London

Opening dates (25/09/2020)

Closing dates (23/10/2020)

Make an impact on our business and the business world.

Global Merchant Services (GMS) Marketing is dedicated to bringing buyers and sellers together and transforming how American Express is welcomed. GMS Marketing is responsible for partnering with GMS markets to drive profitable growth, accelerate merchant acceptance and enhance the value of Amex acceptance to merchants and Card Members at scale.

The Director of International Prospect Management will be part of the International Merchant Marketing team, an innovative marketing team aimed at supporting an enterprise-wide coverage expansion initiative and fueling merchant acquisition, activation and retention efforts within LACC, EMEA and JAPA.

In partnership with the Global Merchant Analytics team and regional acquisition leaders, this Director will ensure merchant prospects are successfully identified, prioritized and routed to the appropriate sales channel.

The Director will be responsible for managing one of the core prospecting activities – prospect management – to significantly accelerate merchant acceptance in identified markets and priority industries, working closely with many stakeholders including Global Merchant Analytics, GMs, sales leaders, client management teams, and external sales channels. Key responsibilities will include:

Team Leadership:  Lead a team of colleagues to support prospect management across 3 regions – EMEA, LACC, and JAPA.

Prospect Management:  Oversee the end-to-end prospect management funnel including supporting enhancement of prospect database working with the Merchant analytics team, data sourcing, prospect scoring, tele-verification, and routing/assignment to the correct sales channels.

Data sourcing: Liaise with local market teams to identify and source local data sources through new and existing partnerships

Prospect Scoring: Partner with the Global Merchant Analytics team to define business rules for qualifying and prioritizing new prospects. 

Tele-Verification: Manage the external tele-verification process to ensure prioritized leads are vetted prior to the sell-in process. 

Lead Routing: Supervise the Center of Excellence (CoE) team to ensure leads are correctly tracked in MerchantForce and assigned to the appropriate sales channel based on pre-determined business rules.

Reporting & Analytics: Develop and maintain a robust set of reporting to monitor lead movement through the “prospect funnel” and measure performance toward international coverage goals. Provide data-driven, actionable plans to optimise targeting and prioritization, and improve data quality, field performance and conversion rate strategies.

Offer of employment with American Express is conditioned upon the successful completion of a background verification check, subject to applicable laws and regulations.

Minimum Qualifications

  • A strong customer-first mindset – A passion for learning and understanding the needs of our merchants.
  • Merchant experience.
  • B2B lead generation experience.
  • Experience managing pre-sales activities.
  • Experience launching successful prospect marketing campaigns.
  • Ability to efficiently prioritise, solve problems, manage tight deadlines, and handle changing priorities in a dynamic and fast-paced environment.
  • Demonstrated analytical skills, business insights experience and excellent attention to detail with ability to drive results.
  • Proven, inspirational leader who invests in the development of his/her teams.
  • Experience leading a team across EMEA, JAPA and LACC.
  • Effective at influencing executive level stakeholders across functional areas, and managing external partners.
  • Exhibited success in structuring and implementing new processes.
  • Experience in consulting.

Why American Express?
There’s a difference between having a job and making a difference.

Amex have been making a difference in people’s lives for over 160 years, backing them in moments big and small, granting access, tools, and resources to take on their biggest challenges and reap the greatest rewards.

We’ve also made a difference in the lives of our people, providing a culture of learning and collaboration, and helping them with what they need to succeed and thrive. We have their backs as they grow their skills, conquer new challenges, or even take time to spend with their family or community. And when they’re ready to take on a new career path, we’re right there with them, giving them the guidance and momentum into the best future they envision.

Because we believe that the best way to back our customers is to back our people.

The powerful backing of American Express.
Don’t make a difference without it.
Don’t live life without it.

To complete your application please click on the links below. However, if you require any assistance with the completion of this process – or need any reasonable adjustments to be made – then please contact the Recruitment Team on or 00800 83 000038 (free phone, subject to individual carrier charges). For Russia based candidates on 810 800 83 000038.

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