Senior Manager Industry Solutions - ISS Products en IATA

Employment Type: Permanent
Contract Duration: 

Why you will love working here

At IATA, we represent over 350 airlines worldwide, striving to make aviation safer, smarter, more sustainable, and inclusive.

• Our Values are not just words on a page - they are the energy behind everything we do: ONE IATA - We collaborate across teams, TRUSTED - We do the right thing, INNOVATIVE - We make tomorrow better, INCLUSIVE - We embrace diverse perspectives.
• With over 30,000 courses available, we believe in continuous learning and support your growth in an ever-changing industry.
• Diversity, equity, and inclusion are our priorities. We are certified by the Equal Salary Foundation, offering equal pay and family-friendly policies.
• We encourage community involvement through volunteering and strive to make tomorrow better for aviation and our communities. We offer time off so you can support causes important to you.
• We promote work-life balance with flexible work options, including remote and hybrid work, a generous 'work from abroad' policy, and you get your birthday off!

About the team you are joining

Reporting tothe Director Global Sales, the Senior Manager Industry Solutions will beresponsible for selling and promoting IATA products/services to a 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 become a global productspecialist for the specified IATA products/services and will be required tosupport other regions in sales development for this product.

The product(s)for this position are the FSDS commercial portfolio.

What your day would be like

• Plan and execute sales activities for FSDS products in EUR in coordination with the Regional Sales team, 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.
• As Global Sales Support, develop and maintain subject matter expertise for the sales of FSDS products globally, supporting the regional sales team SMEs. This will include
• Assisting to build pipelines as required
• Ensuring the regional SMEs have the relevant skillset to sell the products
• Assisting the regions with sales activities such as customer calls (preparation), key account management, identification of opportunities and the like
• Monitoring the market and providing feedback to PMs
• Working with Country offices as required.
• Represent IATA and its P&S in EUR and other regions (as required), actively contributing to targeted customer satisfaction levels within 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 SMEs 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 sales 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.
  
• 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 Salesforce.com.
  

Travel Required: Y