[Hiring] Head of Outbound Strategy @American Express Global Business Travel

Role Description

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.

The Manager, Outbound Strategy owns the question of who we should be calling, how many of them each rep needs, and how thoroughly we should work them. The goal is that before a single call is made, the thinking has been done, so effort is not wasted.

This is a strategy role, not a list-building role. A list operations team does the building, and this manager advises how that team works and what it builds.

What You'll Do

• Targeting and list strategy:
  • Work backwards from sales targets to the number of accounts and contacts each rep needs, by segment and region.
  • Rank and tier contacts so reps spend their time where the odds are best, and keep that approach current as results come in.
  • Recommend how reps get lists, including whether an open pool they can pull from themselves works better than a request process.
  • Direct the list operations team: what it builds, to what standard, and in what order.
  • Design and run trials of new titles, industries and account types, and agree on how each will be measured.
• Data and insight:
  • Review call outcome data every day, including wrong contact, wrong account, meetings booked, and contacts moved to nurture.
  • Trace each list through the sales funnel to see which kinds of contacts and accounts turn into qualified meetings.
  • Find which reps and which approaches target most effectively, and share what is working.
  • Own the metrics for targeting quality and downstream results, with clear definitions.
  • Get the most value from our scoring, dialing and data tools, and give recommendations on how to configure them.
• Contact strategy:
  • Set the standard for how many times and over what period each priority contact is worked, so reps do not stop after one or two attempts.
  • Track whether that standard is followed and what reach it delivers.
  • Give front-line leaders the data they need to coach to it.
• Partnership:
  • Work with Growth Performance to make sure the reports and dashboards you need exist and the numbers can be trusted.
  • Work with Growth Development so training and coaching reflect what the data shows.
  • Share findings and recommendations with Sales Development leaders in every region and segment.

Qualifications

• Strong analytical skills, with the ability to work with large data sets, spot patterns and explain them in plain language.
• Comfort turning a target into funnel math and testing assumptions against real results.
• Familiarity with outbound sales and top of funnel best practices, including how contacts are prioritized, sequenced and measured.
• Experience in sales operations, revenue operations, sales development or a data support role.
• Working knowledge of Salesforce reporting.
• A collaborative approach, with credibility among front-line leaders, operations teams and vendors.
• Experience directing the work of others, such as contractors, analysts or an operations team.
• Clear written and verbal communication.
• Experience with sales engagement, dialing, scoring or data enrichment tools.
• Experience working across regions and segments.

Requirements

• Location: United States
• The US national base salary range for this position is from $88,200.00 - $163,800.00.
• 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.
• This role is eligible for a sales incentive plan based on specific sales' roles.

Benefits

• Flexible benefits tailored to each country, starting the day you do, including health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources.
• Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.
• Access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.
• Championing Inclusion in every aspect of our business with global INclusion Groups.
• And much more!