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.
Our outbound team is growing quickly across North America, EMEA and APAC, and across Mid-Market, Enterprise and GMN. Today, reps ask for a list and the list gets built. Nobody leads the bigger question of whether it is the right list, or whether we are working each contact deeply enough to get a result.
The Manager, Outbound Strategy owns that question. This person decides who we should be calling, how many of them each rep needs, and how thoroughly we should work them. They then follow every list into the calls and the funnel, learn from what comes back, and make the next list better. 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. The role sits alongside the Outbound Performance and Outbound Development managers, who handle reporting and tools and training and coaching.
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
What We're Looking Fo r
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
Location
United States
The US national base salary range for this position is from
$88,200.00 - $163,800.00
The national range provided includes the base salary that…