Job Description

Employment Type: Permanent
Contract Duration:At IATA, we speak for the airlines of the world, serving and supporting over 300 of them across all continents. We are passionate and knowledgeable about the aviation industry, and we strive to make it safer, smarter, more sustainable and more inclusive. We celebrate diversity and inclusion in our workforce, and we respect and value the different backgrounds, perspectives and skills of our employees. We also care about our employees' wellbeing, and we provide flexible work arrangements, travel benefits, family-friendly policies, equal pay and a day off on your birthday. We believe in giving back to the community and encourage our staff to participate in volunteering activities that support causes they care about. We encourage you to join our global community of aviation enthusiasts, and we will do our best to make you feel comfortable during the interview process. IATA is more than a trade association; it is a vision of a better future for air travel.About the team you are joiningReporting to the Regional Head of Sales, 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 New Business Booking (NBB) sales 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.This product portfolio assigned to this position will focus on IATA Financial Settlement Services products and services.What your day would be like

• Plan and execute sales activities for the assigned product portfolio 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.
• 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 of Commercial.

We would love to hear from you if

• You have a university degree in business administration, marketing, economics or another relevant discipline;
• Minimum 5 to 8 years' experience in an international commercial or sales function;
• Aviation industry background is desired but not required;
• Proven experience in sales within the financial payments and distribution sector;
• Knowledge of IATA financial settlement systems is beneficial;
• Knowledge of airline distribution and settlement systems also beneficial;
• 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;
• 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;
• Excellent oral and written communication skills in English.

Travel Required: YLearn more about IATA's role in the industry, our benefits, and the team at . We are looking forward to hearing from you!

IATA