Manager of Business Development

California, United States

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.


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Our Team

Amex GBT Ovation is a very specialized, bespoke travel solution and we are looking for a highly skilled travel sales person to join our US based team.  We are a relationship driven sales organization, that requires not just the right sales skills, but also the right cultural fit.  The ideal candidate will have a travel sales background working with financial services, law firms and other high-touch professional services.

The Manager of Business Development (MBD) will be responsible for the generation of new sales acquisition of SME businesses. This is an individual contributor role. The successful candidate must have knowledge in technology tools and a keen ability to deliver client specific solutions. Responsible for delivering integrated, customized travel management to help high touch companies and firms manage and improve their travel investment.  The Manager of Business Development is responsible for building and maintaining relationships with key internal stakeholders, partners, along with building and developing senior-level client contacts.

What You’ll Do:

  • Drive new sales from prospective clients within a given territory and spend segment. 
  • Travel required at least 50% of the manager’s time to build and maintain relationships with new clients in addition to conducting regional prospect searches.
  • Achieve new monthly sales, transaction and Key Performance Indicator targets.
  • Maintain accurate records, such as daily activity and pipeline progress.
  • Develop deep knowledge of and sell Amex GBT Ovation by delivering compelling and relevant presentations, demonstrating the value of partnering with Amex GBT Ovation, and highlighting key pillars of the value proposition aligned to the prospect’s goals.
  • Razor-sharp focus on prospecting, presenting, contracting, and ensuring implementation of accounts, and managing new signings through the first 13 months of activation.
  • Documents and communicates the Return On Investment (ROI) of proposed solutions, identifying unanticipated positive outcomes or benefit.
  • Gains a commitment from the prospect to move forward by asking for the business and successfully managing objections.
  • Overcomes objections and resistance to proposed solutions with key prospect decision makers and mobilizes them to action
  • Utilizes innovative and compelling rationale to overcome complex prospect barriers, enabling mutually-beneficial outcomes.
  • Sell with integrity and appropriately track prospect data to ensure a coordinated and consistent client experience, in alignment with compliance and internal partner business requirements.

What We’re Looking For:

  • Aggressive prospecting and documentation
  • Executive Presence and exceptional relationship management and consultative sales to C-Level executives
  • Ability to conduct deep Discovery with CFOs, Procurement Leaders & Corporate Travel Managers to provide customized solutions, proposals, presentations, and technology demos that articulate how Amex GBT Ovation can meet the prospect’s long-term travel management needs.
  • Understanding a P & L, financial acumen in order to articulate cost of program benefits
  • Active development and management of pipeline to achieve goals and targets, and the ability to articulate needs and solutions to internal partners and leaders to grow your business.
  • A strong understanding of the travel management landscape and deep knowledge and delivery of the power of the Amex GBT Ovation value proposition.

What You’ll Need:

  • Advanced proficiency with pipeline management, with a CRM experience, preferably Salesforce
  • Actively prospects to build a pipeline of opportunities, prioritizing by potential value, sales cycle length, and win probability.
  • Exhibits professional and technical knowledge by attending industry events, reviewing professional publications, establishing personal networks, and participating in professional societies.
  • Results focused, with Influence & persuasion.
  • Demonstrates a competitive, positive, driven attitude, quickly adapts to different situations, and recovers from setbacks.
  • Proactively focuses on results, outcomes, and achievements, persistently overcoming obstacles as they arise
  • Uses appropriate interpersonal styles and communication methods to gain acceptance for products and/or services.
  • Tenaciously networks to establish, maintain, and expand business relationships and referral sources, including cold contacts.
  • Effectively identifies client needs to configure solutions that address client requirements and deliver value.
  • Positions products and services to meet specific prospect needs and solicits feedback about the value of proposed solutions.
  • Understands at a tactical level market/ industry key competitors, challenges, terminology, technology, trends, and regulations.
  • This position is remote and will support the western US territory. The Candidate must reside in the territory that is supported.



California, United States



The US national annual base salary range for this position is from $70,000 to $140,000.  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.

Benefits at a glance



The #TeamGBT Experience

Work and life: Find your happy medium at Amex GBT.

  • Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and more.

  • Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.

  • Develop the skills you want when the time is right for you, with global tuition assistance, access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.

  • We strive to champion Diversity, Equity, and Inclusion in every aspect of our business at GBT. You can connect with colleagues through our global Inclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.

  • Wellbeing resources to support mental and emotional health for you and your immediate family.

  • And much more!

All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.

Furthermore, we are committed to providing reasonable accommodation to qualified individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the hiring process. For details regarding how we protect your data, please consult GBT Recruitment Privacy Statement.

What if I don’t meet every requirement? If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;" please apply anyway. You may be exactly the person we’re looking for!