Employment Type: Permanent
Contract Duration: About the team you are joining Reporting to the Regional Head \xe2\x80\x93 Commercial, the (Senior) Manager Industry Solutions will be responsible for selling and promoting IATA products/services to defined customer categories and prospects. They will be accountable for achieving the sales (NBB) and revenue targets and developing new business opportunities for the sales pipeline. In addition, they will become a regional product specialist for specified IATA products/services, and at times maybe required to support other regions. What your day would be like Plan and execute sales activities for specific products and services in coordination with the Regional Head of Commercial, meeting the sales and revenue target(s) and acquiring new customers. This will include new customer acquisition, account management, securing extensions of existing deals/renewals, and up-/cross-selling to existing customers. Adjust as necessary within a changing environment.
Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns working closely with marketing as required.
Ensure application of the chosen sales methodology and techniques (Sandler) & use of corporate tools.
Lead and direct customer engagement and negotiations (end to end).
Work closely with local country offices across region, providing training and guidance on our sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in the local markets. The objective is to improve local commercial performance.
As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of products covered, reducing the need for product owner (GVA/YUL) involvement in the sales process.
Represent IATA and its commercial services offering in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels with IATA P&S
Monitor the market, selected customer profiles, competition trends and behaviours on behalf of the Regional Head and/or for own target category and prepare sales plan for own target category as part of the overall regional sales plan.
Ensure timely and accurate reporting, and up to date status of sales pipeline.
Successfully collaborate with regional colleagues and head office LOBs, PMs, and support functions
Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD)
Monitor commercial debt and achieve targeted bad debt levels.
Any other tasks as requested by the Regional Head of Commercial
We would love to hear from you if Proven ability to work in a sales team and to achieve targets within a highly dynamic sales environment.
Strong interpersonal skills with the ability to command immediate credibility & build sustainable relationships with multiple stakeholders.
Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology (Sandler)
University degree in Business Administration, Marketing, Economics, or another relevant discipline.
Minimum of 10 years\' experience in an international commercial / technical sales function; Airline industry background.
Excellent PC skills, particularity with MS Office, MS Project & CRM (Salesforce)
Ability to work in a virtual team environment at least partially.
Flexible to travel across the AME region, sometimes at short notice.
Excellent oral and written communication skills in English, Arabic & French Travel Required: y