Senior Manager Industry Solutions Job IATA, Nairobi, Kenya

About The Team You Are Joining

• Reporting to the Regional Head of Commercial, Africa & Middle East, 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 the regional product specialist for specified IATA products/services, and at times maybe required to support other regions.

Responsibilities

• Plan and execute sales activities for specific products and services in coordination with the Regional Head, 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)
• Lead and direct customer engagement and negotiations as required
• Work closely with country offices, providing training / 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 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

Qualifications

• 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
• University degree in business administration, marketing, economics or another relevant discipline;
• Minimum 8 years’ experience in an international commercial or sales function (airlines / aviation);
• Aviation industry background highly desirable;
• 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
• Ability to, at least partially, work from home and in a virtual team environment where necessary
• Excellent verbal and written communication skills in English; knowledge of additional languages would be an asset
• Travel Required: Y

How to Apply

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