Director - Business Planning & Financial Analysis

The US SME Sales Enablement Organization focuses on accelerating commercial business growth through training, tools and insights to provide a best-in-class customer experience and create a culture of doing it the right way. The Sales Enablement- Performance & Insights team is the business analysis and business decisioning arm of Global Commercial Services (GCS) responsible for measuring business performance and uncovering actionable insights to support GCS growth. The GCS US SME group manages strategic corporate payment relationships with clients, including many organizations and acquires new corporate payments customers with annual charge volume over $400B.

The Director of Sales Enablement – Performance & Insights is responsible for partnering with the GCS US SME organization for the two most critical units within SME:

1) US SME Customer teams

2) US SME Acquisition teams

The role includes partnering with the US SME GM and leadership team, to optimize business performance through value-add business analyses and insights. The successful candidate needs to be the key thought partner for US SME teams in ensuring the broader team’s ability to achieve success both strategically and tactically.  The leader will work very closely with several cross-functional partners including, Finance, SABE, Incentive Design Governance, Global Marketing, American Express Technology, Risk and other supporting teams. In addition to these core responsibilities, the successful candidate will lead special projects that drive the US SME strategy forward.

As a senior leader of the Sales Enablement, Pricing and Transformation Team, this individual will contribute to broader business-building P&L improvement and customer engagement strategies to ensure the success of the GCS business. The role involves partnering closely with the other SPT team members to share and syndicate best practices and to leverage and grow our global talent.

This leader will: 

• Lead the transformation to further enable US SME on its path to become an insight-driven business
• Define and execute a roadmap of in depth data analysis to drive decision making within the US SME organization- leveraging automation tools and AI to lead the way
• Provide metrics and insights to US SME GM to understand the health of the business
• Partner closely with Sales and Account Development LT to design a strategy for SME teams
• Partner closely with Sales Enablement VPs
• Lead the annual process to design territories and portfolios, design Sales Incentive Plans, create targets, and scorecards for Customer and Acquisition teams
• Provide oversight and guidance for Customer and Acquisition performance reporting
• Consult and collaborate with senior leaders, internal business partners and subject matter experts to analyze and lead strategic business initiatives that deliver against performance improvement opportunities and drive the future success of the GCS business
• Design and deliver insightful deep dive analyses to measure performance, and inform decision making at all levels (GMs, Business Planning, Sales and Account Development)
• Focus on strategic thought leadership, including regular reviews of Sales & Account Development portfolios, resourcing requirements & field structures, targeting methodologies and sales force effectiveness against business objectives
• Grow and develop team of strong performers

Minimum Qualifications

• Strong commercial, strategic, and analytical acumen with experience translating complex data into actionable business insights. 
• Proven ability to develop and execute strategies that drive sales performance, customer growth, and profitable business outcomes. 
• Experience with performance management, reporting, scorecards, target setting, and sales effectiveness. 
• Demonstrated ability to influence and partner with senior leaders and cross-functional teams in a matrixed organization. 
• Strong executive communication and presentation skills, with the ability to simplify complex issues and recommendations. 
• Proven ability to lead strategic initiatives, manage competing priorities, and make sound decisions in ambiguous, fast-paced environments. 
• Demonstrated people leadership experience, including developing and motivating high-performing teams. 

• Demonstrated curiosity, passion for data, and an analytical mindset, with the ability to translate insights into informed business decisions.

   

Preferred Qualifications

• Experience in B2B, commercial payments, SME, or a complex sales and account management environment. 
• Expertise in sales force effectiveness, including territory/portfolio design, targeting, resource allocation, and incentive planning. 
• Experience partnering with GMs and senior executives as a strategic and analytical thought partner. 
• Experience leveraging advanced analytics, automation, and AI to improve business decision-making and performance. 
• Demonstrated success leading cross-functional transformation and P&L, customer engagement, or growth initiatives. 
• Experience building an insight-driven culture and developing strong analytical and strategic talent.

Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.