Manager, Industry Solutions – Africa & Middle East

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.
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
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.

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!