Manager, Industry Solutions - Abu Dhabi, United Arab Emirates - International Air Transport Association (IATA)

Description

Employment Type:
Permanent


Contract Duration:
About the team you are joining

Reporting to the Regional Head - 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 account management, securing extensions of existing deals/renewals, and up-/cross-selling with 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.

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.
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 behaviors 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 debts 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 8 years' experience in an international commercial function; Aviation industry background.
Excellent PC skills, particularity with MS Office, MS Project & CRM (Salesforce)
Ability to, at least partially, work from home and in a virtual team environment
Flexible to travel across the AME region and at short notice
Excellent oral and written communication skills in English, Arabic & French


Travel Required:
y


Diversity and Inclusion are one of our key priorities and we want to role model it. We are committed to building a team that represents a variety of backgrounds, perspectives and skills in which you can contribute at your best and be who you are. The more inclusive we are, the better we will be able to thrive to represent, lead and service the airline industry. If there is anything we can do to create a more comfortable interview experience for you, please let us know.
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Learn more about IATA's role in the industry, our benefits, and the team at iata/careers/**. We are looking forward to hearing from you