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Senior Manager Industry Solutions

The International Air Transport Association

Marketing & Communications

KES Confidential
2 weeks ago

Job Summary


Job Description/Requirements

Employment Type: Fixed Term Contract
Contract Duration: 18 Months

At IATA, we speak for the airlines of theworld, serving and supporting over 300 of them across all continents. Weare passionate and knowledgeable about the aviation industry, and we strive tomake it safer, smarter, more sustainable and more inclusive. We celebratediversity and inclusion in our workforce, and we respect and value thedifferent backgrounds, perspectives and skills of our employees. We also careabout our employees’ wellbeing, and we provide flexible work arrangements,travel benefits, family-friendly policies, equal pay and a day off on yourbirthday. We believe in giving back to the community and encourage our staff toparticipate in volunteering activities that support causes they care about. Weencourage you to join our global community of aviation enthusiasts, and we willdo our best to make you feel comfortable during the interview process. IATA ismore than a trade association; it is a vision of a better future for airtravel.

About the team you are joining

Reporting tothe Regional Head of Sales, the Senior Manager Industry Solutions will beresponsible for selling and promoting IATA products/services to definedcustomer categories and prospects. They will be accountable for achieving thesales (NBB) and revenue targets and developing new business opportunities forthe sales pipeline. In addition, they will work closely with theirregional sales colleagues to learn specified IATA products/services, and attimes maybe required to support other regions.

What your day would be like

Plan and execute sales activities for the project region in coordination with the Regional Head of Sales, 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 with a changing environment.
Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns.
Work closely with Marketing and other sales channels on lead conversion during sales campaigns
Ensure application of the chosen sales methodology and techniques (currently Sandler) and usage of corporate tools
Lead and direct customer engagement and negotiations as required.
Work closely with local offices, 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.
Develop and maintain expertise in the functional area of the products covered, reducing the need for product manager involvement in the sales process.
Represent IATA and its P&S 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 regional sales plan.
Ensure timely and accurate reporting, and up to date status of sales pipeline.
Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions
Provide feedback on pricing, product, functionalities to LOBs and PMs, contribute to product roadmaps and new product development (NPD)
Support OTC and Customer Service activities where needed.
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 sale environment;
Strong interpersonal skills, ability to build sustainable relationships with stakeholders.
Ability to absorb skills, techniques, attitudes, and behaviours that are required to execute the job according to our chosen sales methodology.
University degree in business administration, marketing, economics or another relevant discipline.
Minimum 5/8 years' experience in an international commercial or sales function.
Aviation industry background is desired but not required.
Excellent PC skills, particularity with MS Office Programs (Word, Excel, Power Point, Outlook, Teams) and MS Project as well as familiarity with databases and a CRM tool such as
Ability to, at least partially, work from home and in a virtual team environment
Excellent oral and written communication skills in English; knowledge of Turkish and/or Russian languages would be required.

Travel Required: Y

Learn more about IATA’s role in the industry, our benefits, and the team at . We are looking forward to hearing from you!

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